Superb opportunity with a global manufacturing FMCG organisation specialising in an internationally recognised range of personal care/over the counter products for an International Sales Manager (Category Head - Mass)

The role is placed within the Global Markets Group (formerly known as the Export Team).

The main purpose of the role is to deliver sales and profit growth through successful management for distributions and opening new markets.

KEY SUCCESS FACTORS:
Therefore, we are looking for someone special with an international mind set.
Someone who can hunt for business, who is hungry for success, a go getter and achiever with the drive, passion and enthusiasm to build the business and compete with the top players in the industry.
Marketing and sales orientated with cultural sensitivity in communication and people skills.
Willing and able to travel frequently to the markets, often involving overnight stays up to 50% of working time (Europe & Africa)
A self-starter with determination.
The ability to complete projects and get things done.
A tough and respected negotiator, able to develop exceptional relationships.

EDUCATION/PREVIOUS WORK EXPERIENCE & ESSENTIALS WE ARE SEEKING:
Educated to a degree standard or equivalent
Classical FMCG experience (domestic and international)
Track record in international experience building businesses in the Region
Considerable International Account Management experience in the FMCG sector
Previous people-management experience
Good knowledge and experience of marketing and brand building activities
Excellent communication and presentation skills
Demonstrable record of progress and achievement
Proven ability to business develop new territories
English fluency written & spoken
Excellent command of MS office programs

Desirable:
Multi-channel experience
Specific experience dealing with on-line marketplaces
Specific experience of initiative and developing D2C business
Additional European language would be desirable.

REGULAR DUTIES:
People Management
Manage a team of reports, ensuring they achieve KPI’s and play a full part in delivering results
Develop the team to ensure business continuity
Coach and train team members

Business Development:
Build businesses from scratch in key markets by identifying and appointing the best distribution partners
Motivate and stimulate distributors to deliver sales and profit targets.
Monitor in-market sales, distributor stock levels as well as sales to distributor and take necessary action to realise budget.
Understand sales and brand performance in market to further drive profitable sales growth.

Marketing:
Develop and implement the marketing activity calendar with the distributors.
Work with the International and local Brand Managers to ensure the marketing activities are in line with the brand strategy/positioning.
Working with Distributors to realise successful implementation of agreed activity calendar and NPD (in line with P&L and marketing objectives).
Ensure the funded marketing activity is properly accounted for with documented evidence.
Keep management and marketing informed of relevant market intelligence.

People Management:
Manage a team of 2/3 reports ensuring they achieve KPI’s and play a full party in delivering results.
Develop the team to ensure business continuity.
Coach and train team members.

Financial:
Manage all aspects of Region P&L including the marketing investment
Prepare Profit forecast per territory, partner and brand in a timely fashion including gross sales, trade allowances and marketing expenditure
Prepare yearly Sales and A&P Budgets per distributor, with Quarterly Reviews, for the approval of the Regional Director.
Monitor and control profitability of the markets, and report monthly on performance against sales and profit targets.
Allocate marketing budgets, verify invoices, keep records of all expenditures and generally ensure that all expenditure is within financial restraints and is transparent.

Distributors:
Motivate, challenge and support existing distributors to maximize sales and profit growth
Evaluate existing distributor performance as well as evaluate potential new distributors.
Identify, recommend and appoint new distributors in greenfield areas
Manage effectively business transfers from one distributor to another one as required
Set and control pricing, with the approval of the Regional Director.
Recommend, initiate and oversee launches of new brands/new SKUs, with the assistance of the international marketing department
Assist where appropriate in the launches to distributor Key Account teams and sales forces.

Logistics:
Work with reports to input monthly demand forecasting into the Forecast sheet, including orders and forward forecasts.
Liaise with International Customer Service, and Logistics when appropriate, to ensure that customers’ orders are fulfilled on time.

SPECIAL RELATIONSHIPS:
Maintain a good working relationship with all distributors
Internal departments GMG, Marketing and Supply-chain and Finance departments.

AUTHORITY:
Authority to instigate brand and sales building activities and projects, with prior financial and outline project agreement from GMG Regional Director
Expenditure approval levels to be determined.

Location:
Flexible - Folkestone or London for at least 4-5 days per month with 50% European/Africa travel.
Some flexibility on the combination of days worked within the office and work from home.
Applicants must have no previous detrimental travel restrictions (other than visa) to enter a country.

Package:
An exceptional package is available.

If you feel you have what it takes in order to meet the demands of this exceptional opportunity, then please submit your CV as soon as possible but firstly ensuring it really showcases your experience, relevant to this particular role.