Job Description

Overview
As Regional Sales Manager, you will shape the direction of a broad region by leading and empowering a diverse, multidisciplinary team. You will cultivate strong partnerships with key customers, identify new opportunities for growth and revenue generation, set clear short and long-term commercial objectives for the region, and oversee their successful implementation, driving sustainable business growth and long-term success.
Key Accountabilities
Regional Business Expansion & Growth

• Develop and set regional direction for the preparation of commercial business plans indicative growth targets, sales forecasts, building blocks and key challenges to overcome to deliver sustainable business growth over 3 - 5 years.
• Support sales teams by providing them with a clear vision, trajectory and priorities for key markets inclusive of route to market development, new products and the tools and resources required to deliver on these.
• Support and ensure the sales team has sold in all business plans with firm customer commitments in place.
• Consolidate and interpret regional competitor activity, trade insights and market intelligence to share internally.
• Identify key potential markets with clear priorities for expansion and lead in their setup and development.

Category Growth Initiatives & Channel Expansion

• Set regional channel, category and portfolio direction with new initiatives for your teams to drive revenue growth.
• Provide direction to the team on marketing, advertising and promotion spends and brand building initiatives.
• Liaise with the marketing team to deliver on execution guidelines, regional marketing plans and new product launches.
• Identify and present innovation and renovation opportunities to drive category growth within our core markets.
• Identify new channel opportunities in our existing markets within our capabilities and where we can win.

Key Stakeholder Relationship Management

• Engage and deepen relationships with senior stakeholders aligning them on market vision and trajectory.
• Ensure the key decision makers within our customers are aligned on initiatives and business expansion.
• Take the lead with customers in overcoming significant challenges faced by team members in order to progress.
• Provide directional and negotiation support to partners with their large Key Account customers to sell in plans, new initiatives to grow the business and overcome barriers faced.

Optimize Marginality while Navigating Macro-Economic Impacts

• Ensure customer accounts are reconciled, finances in place and financial disputes resolved in a timely manner.
• Identify and take action to reduce potential customer credit risks and financial exposure.
• Accountable for controlling regional budgets inclusive of travel, marketing and advertising and promotion spend.
• Take the lead to circumvent challenges due to forex, inflation and macro-economic impacts.
• Optimize the portfolio mix, pricing and return on investment by market to drive margin improvement and growth.

Team Leadership & Direction

• Engage team members with the necessary leadership, guidance, development and coaching.
• Provide input and direction to the sales team on work routines, KPI's and priorities to support business growth.
• Create pathways and plans for team development and growth and lead in the recruitment to fill gaps or grow the team.
• Strive to automate work routines and processes where feasible to increase team productivity.

Ideal Candidate Profile
Education

• A master's Degree or MBA in sales, marketing, business administration or relevant field.

Experience

• A minimum of 10 years' experience in the fast-moving consumer goods industry.
• The ideal candidate should have at least 4 years' proven experience in a leadership role managing teams.
• Proven results in delivering sales targets over a wide territory, entering new markets and building high level relationships with customers.

Technical Skills

• Strategic business development
• Route to market network design & strategy
• Channel Management
• Category Management
• Negotiation & conflict resolution
• Key account contracts & negotiation
• Financial analysis & modelling
• Macro-economic analysis and currency risk management
• Business process improvement methodologies
• Goal setting and performance management
• Advanced computer skills

Key Competencies

• Judgement and Decision Making
• Analytical Thinking and Problem Solving
• Assertiveness
• Building strategic partnerships
• Influence and Impact including conflict management
• Business Acumen
• Modelling (Leading by example)
• Planning and Organizing

Travel

• Able to travel up to 90 nights or more a year.

Location

• Overseas Based

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Skills Required