Implement business development commercial plans in line with Company’s goals to achieve key business objectives for the assigned territory (Czech Republic and Slovakia)
Achieve volume, product mix, coverage, 6P targets, promotional and recommendation building activities objectives within agreed targeted REs in the region through : Distributors / sub-distributors, key customers management;
Field team effective management. 3rd Party Field Force (Supervisors, Vet Advisers, Dedicated Sales Force, Breeder Managers, Merchandisers, In-Store promoters);
Implementation & execution of promotional and recommendation building programmes.
Manage effectiveness and efficiency of territory business operations to achieve short and long term sales, profit and recommendation building objectives within established budget.
Implement customer development plan. Engage Distributors / sub-distributors, key customers by executing sustainable Join Service / Business plans.
Manage and develop professional level of regional field team. Implement Call Coverage plan to secure optimal Hill’s & 3d Party field force efficiency and effectiveness.
Principal Duties and Responsibilities
Conduct regular business meetings with Distributors / Sub-distributors : to ensure that targets are met on sales volume, net sales;
6P requirements are met and activities are executed at appropriate level; to agree future activity plans; agree and execute corrective action plan.
Ensure with line manager that reliable reporting systems are set up and correct reports are provided for evaluation of activities and further decisions.
Keep customers engagement to Join Service / Business plans progress and get agreement on further required steps and project for agreed company initiatives.
Implement trade pay for performance incentives, recommendation building activities and T&C to provide effective and efficient strategic initiative execution, generate demand and recommendation building.
Work personally with key customers on the territory to ensure high Hills partnership standards, success on strategic initiatives execution and reflection in the exceeding business results.
Keep contact with KTL in Veterinary, Breeder, and Pet channels community to make sure the effectiveness of current provided programs and activities (local seminars, webinars, speaker tours, trainings, dog / cat shows, etc.
and keep commitment for further activities in conjunction with Marketing Manager, Breeder Cannel Manager, Vet Affairs Manager if it is required.
Provide field audit and field coaching for 3rd Party Supervisors and Field Force (Vet Advisers, Dedicated Sales Force, Breeder Managers, Merchandisers, In-store promoters) in effective way.
Track individual objectives and execute KPI based remuneration system for field force teams : Territory coverage, Number of visits, Strike rate, 6P execution, Ideal stores / clinic participants, activities participants, volume.
Ensure that the field teams maintain and effectively use in day to day activities high standards of knowledge in small animal nutrition and sales and communication skills.
Regularly develop professional level of field teams through trainings, seminars, field coaching and self-study tools.
Recommend, prepare and implement after approval plans for remedial action with teams or individuals where necessary.
Implement Call Coverage plan to secure field force efficiency and effectiveness
Review and recommend organizational field force changes for achieving territory targets.
Provide feedback on Hill’s initiatives and insights on competitors’ activities.
Bring ideas of possible activities, do test and learn projects with results evaluation and further recommendations.
Manage and control provided budgets. Execute with excellence agreed activities; provide ROI post evaluations with recommendation of efficiency growth.
Provide all established on going and by request reporting on time
Total Percent (not to exceed 100%)
This is not an exhaustive list of duties or functions.
Education / Experience Requirements
Basic qualifications include :
University degree (in Economics, Marketing, etc.)
3 5 years of experience in Customer Development / Sales (from FMCG company is an advantage)
Extensive knowledge and experience of the regional market
People Management skills
Proficient computer skills in Microsoft Office, Word, Excel and Google Tools
Proficient in communication in English
Valid driver’s license required
Expected Areas of Skills
Proven track of successful commercial skills
Proven track customer management experience
Experience in the team management
Working Relationships (Key partnerships and reporting relationships)
Does this position supervise : Yes (6 Territory Managers) Reports to : Commercial Manager CZ&SK
Expected percentage of travel : Up to 60%
What we offer
Work for the Company with purpose
Wide range of benefits (25 days of vacation, 10 sick days, meal vouchers, leisure time contribution, pension plan contribution, life insurance, Multisport Card etc.)