Commercial Director Benelux

Our client is a FMCG player active in the segment of healthy food. They are active in 40 countries, mainly in Europe with 26 brands. They are a leader in all segments in which they operate. Their products are mainly found in retail but they are also present in the channel of pharmacy.

For the Benelux affiliate we are looking for a Commercial Director Benelux

Poste

MISSION

The Sales Director Benelux is responsible for achieving company's objectives within all categories on the Belgian, Dutch and Luxemburg territories. He/She is responsible to realise the sales targets (Net Sales/profit) of the brands. He/She undertakes the necessary steps to ensure customer profitability. He/She manages the assigned budgets such as net sales, gross margins, trade investments, account contributions & function costs maximising profits whilst optimising costs.

The Sales Director Benelux has the responsibility to represent the Benelux sales department in the company, to monitor sales performance, account performance, sales people performance, recommending and implementing corrective actions when appropriate.

The Sales Director Benelux is responsible for the annual sales plans in order to meet company Net Sales/Operating Profit targets. He/She also gives input to strategic plans providing account specific knowledge and insight and long term developments.

KEY ACCOUNTABILITES

Customer Management and Development

" The Sales Direct Benelux is responsible for managing directly at least 1 top account.
" Trade relations: manage the interface with major accounts in all aspects, such as buying, customer marketing, logistics, finance, administration, … (account penetration) in all relevant channels.
" Establish relationships with all accounts to receive better understanding of account evolutions, market trends, etc.
" Based on input and analysis from his Key Account Management team, recommend actions, investments, etc. to improve sales performance or develop new business.

Change Management

" Develop the full KAM / Sales department towards adapted go-to-market models related to potential changes in the market (account concentration, E-Business development, new channels, …) and recommend organizational modifications.
" Secure good collaboration within the Sales Division and guarantee cross fertilization between Belgium and the Netherlands.

Strategy and Business Development

" Develop and implement an annual sales plan, covering the recommended sales strategy, including sales evolutions, discount evolutions, price list increases, trade A&P evolutions, etc. agreed with the Managing Director.
" Participate in Direction Committee BeNeLux Meetings steering the Benelux company and being involved in company directions.
" Lead Meetings with sales, marketing and logistics to help improving communication and performance.

Financial Results

" Profitability: achieve all sales objectives for the Belux sales company within agreed budgeted costs through the measurement and control of profitability
" Net Sales: to manage all net sales levels remaining in control of terms and conditions. Achieve or develop sales objectives by brand and by account by coaching of the Key Account Managers. In charge of the sales budget exercise and the LE revisions
" Costs: to propose, manage and monitor function costs effectively. Develop initiatives to reduce costs or improve effectiveness where possible
" Volumes: to ensure an optimal sales forecast per sku in close collaboration with BSM.

Operational Trade Marketing

" Propose national and tailor-made promotional actions.
" Coordinate general sales forecasts & promotional forecasts per account
" Via Account Support & in collaboration with Trade Marketing development of space shelfplans per account and per category based on input from account management and marketing

Profil

EDUCATION
You have a master or equivalent by experience.

LANGUAGES
You are fluent in English French and Dutch.

KNOWLEDGE / EXP.
You are an expert in key customer management and field management.
You have a commercial attitude and enjoy being in close contact wit your customers
You have min 10 years people management experience.
You are willing to travel (on a limited basis) to the Netherlands.
You have a prove track record in key account management.
You have strong communication skills.

PERSONALITY
You are a problem solver who gets energy from finding solutions.
You work in a precise, structured and well-organised way.
You have strong interpersonal skills
You are a leader and a real team player
You have a dynamic and flexible attitude and you are eager to learn.

Commercial Director Benelux

  • Ref:BE020241
  • Fonction : S&M Mgr/Commercial Dir
  • Secteur : Fast moving Food
  • Lieu : Belgium
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