Sales Development Head

Short Intro and About the Job

Our WHY is INVITING the WORLD to EXPERIENCE our BEST WATER BRANDS as well as PLANT BASED PRODUCTS. We bring to life our iconic global brands EVIAN, VOLVIC and ALPRO. At the same time, we take care of bringing plant-based food and drinks reflecting our desire to offer a wider choice to all consumers, especially the growing number of 'flexitarians' looking to diversify their protein sources, and people with dietary constraints or preferences.

We operate on a unique business model: partnership with local distributors. We work with more than 150 distributors, operating in more than 110 countries. The team behind it is no more than 100 people, with employees strategically based around the world. In fact, we are one of the most culturally diverse Business Unit in Danone with about 30 different nationalities located in over 20 countries.

When you join us, you will be amongst like-minded individuals - ambitious and hungry for more, flexible & autonomous, resilient in the face of challenges & driving change, high-performers & team players. Every individual makes a direct impact to our business results.

The main objective/purpose of this role is to innovate, implement, maintain, oversee and control all G2M systems & KPIs, sales technologies for a cutting-edge sales information and support program, to drive optimization & productivity projects and capability programs. The manager has to guide sales management and upper management to contribute to business sales strategies and to contribute to the day-to-day business decision-making process.

1. Route To Market (RTM) & Distributor Capability Building

• Lead Central Commercial Engagement with Distributors, supporting commercial teams by zone with tools & metrics to improve in-market performance.
• Lead and be the official reference approval point for any RTM approach in countries/regions.
• Responsible for the improvement of existing RTM, leveraging data, analytics, and technology.
• Support & monitor JBPs with Key Distributors as per agreed Plan & yearly investments.
• Identify specific capability and execution gaps in relation to Channels/Portfolio/Skills to create customized training programs for Distributors.
• Clear PICOS definition for specific cluster distributors.

2. Commercial Planning & Execution

• Responsible for leading Commercial Planning cycle by collaborating with Zonal Directors & Regional teams to meet yearly commercial targets.
• Plan & monitor Monthly / Yearly Commercial Plan Calendarization to drive Excellence in Execution.
• Customer Marketing: Support growth strategies for the MT&EC Channel analyzing shopper insights, market trends to identify new business opportunities.
• Lead & Propose short & long term commercial strategy such as AOP & commercial tactics to get alignment from Finance Director / SVP - to implement at regional level.
• Act as Commercial Team - SPOC to drive strong collaboration between Finance / Mktng / Supply Chain.

3. Driving Sales / Commercial Team Capability

• Leading the roadmap for all BDM's sales capability programs.
• Lead preparation and roll-out of training program for distributors to get them upskilled.
• Drive and upgrade capability and audit tools, various online and field trainings.
• Leading outsource reporting tools that drive efficiency in sales organization like depletion data.

4. Evi - Global Commercial Team & Distributor Management

• Organize commercial events, Yearly conventions & other key events.
• Lead a center of excellence for sharing commercial best practices.
• Link with Global Sales / EU / other CBUs to learn best practices and bring to NWW.

5. Performance Monitoring & Reports

• Lead and manage performance monitoring for EVI - Commercial Teams across all regions & channels (MT/OTG/HORECA) for Monthly/ Quarterly / Half yearly / Yearly.
• Responsible for setting & monitoring Regional KPIs Targets & Achievements.
• Accurate reports and action-oriented insights/dashboards by using right analytics tools, such as Power BI etc.
• Support Zonal Directors / Vice President - Sales / CODI to take fact-based decisions.
• Market/Competitor Insights: Responsible for periodic generation of market and competitor information/ insights by organizing & sharing information with regional teams.

About You

You are/have:

• 10-12 years of relevant experience in Sales Management, Distributor Management, Key account Management, in particular Route to Market and/or lifestyle/luxury brands ideally within a strong multinational FMCG company (spirits, high-end/premium).
• Results oriented: pragmatic, flexible, fast learner and entrepreneurial.
• Open-minded attitude, good listener, self-motivated with drive, passion.
• Ability to easily adapt and leverage a truly international and multi-cultural environment to effectively engage people.
• Ability to anticipate and plan ahead.
• Leadership & ability to get stakeholders (both customers and internal teams) on board.
• Team Player and sense of general interest.
• Internal network, at ease in matrix organizations.
• Analytical skills.
• Proven negotiation skills.
• Knowledge of the market and category and of channels.
• English fluent. Other languages are welcome (French/Spanish/Italian...).

About Us, We offer and What's next

We are Evian Volvic Alpro International (EVAI).