Regional Field Sales Manager On-Trade South-West Germany (flexible location)

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Meaningful Work from Day One

With 360° understanding and insight (Market, Channel, Category, Customer, Competitor, Occasion, Shopper) as the foundation the Regional Field Sales Manager On-Trade is responsible for distribution and visibility of our brands as well as the execution of marketing activities in the market through his team. The Regional Field Sales Manager is in charge for the implementation of the field sales force strategy which drives consistent and exceptional presence of our iconic brands in the On Trade channel and ensures the achievement of the company goals (such as promotions, distribution, visibility, education):

What You Can Expect

Leadership of On Trade Field Force team:

- Leading a field sales team of 6-10 sales representatives
- Executing the On-Trade strategy (e.g. effective territory management, customer engagement, merchandising) in line with B-F channel and portfolio priorities and B-F business goals (e.g. distribution,  visibility, customer and shopper education)
- Embedding the B-F Commercial Way and on-boarding the team with the relevant processes and tools (esp. 8 steps of a call, PICOS)
- Coaching, managing and developing competencies of the sales representatives (i.e. sales skills, brand and category knowledge, area management, IT, administration, networking with opinion leaders / decision-makers)

Channel and POS Strategy and Execution:
- Implements channel’s vision and provides strategic inputs to other departments in the company
- Closely cooperates with Sales Operations, TM and KAMs in excellent execution of all communicated plans at an outlet level
- Ensures continuous development and expansion of Picture of Success in the field sales team (distribution /  drink menus, backbar,)
- Executes annual On-Trade promotional activities aligned to brand plans and deliver maximum return on investment
- Cooperates with National Field Sales Manager and Trade Marketing in planning and budgeting processes
- Maximize B-F brands’ share of voice within prioritized channels
- In Charge for regional or national agreements with On-Trade Chains in the assigned area

Reporting:
- Proactively supports IT and sales operations to continuously improve and develop field sales reporting systems
- Ensures regular provision of performance reports and other reports (i.e. competitor activities, POS / customer developments) to the management and adjacent departments
- Ensures regular communication between the field team, key account management, trade marketing and sales operations

Customer Management:
- Ensures impactful customer engagements which use 360° insights (Market, Channel, Category, Customer, Competitor, Occasion, Shopper) as the foundation for category based brand selling and effective negotiation approaches (, Key City Berlin Approach, Casual & Trend Outlets, Super-Premium Outlets)
- Effective influencing of key  opinion leaders in the on-trade sector (i.e. key influencers in the bar scene, important opinion leaders in the liquor store scene)
- Leads negotiation as a coach including pre-post-evaluation with relevant on trade partners
- Responsible for effective usage of all allocated leasing resources

Administration:
- Ensures flawless field-related administrative processes and proactively helps to improve and develop administrative efficiency (e.g. all Workday-related tasks (PGP, vacation etc.), expenses, item allocation, logistics / delivery, data evaluations etc.)

Responsibilities:
- Coaching and developing people, 75%
- Administration / Reporting, 15%
- Customer Management, 10%

What You Bring to the Table

- Education: High School/GED/Secondary School; 

- Experience: Experience: At least 2 years professional ON-Trade experience, Key account, field sales or  trade marketing experience, commercial training or training in HoReCa
- Team spirit and are willing to pursue and achieve goals together with your team
- Initial management experience