SALESSALES

Sales Development ManagerSales Development Manager

Developing and coordinating: the implementation of marketing campaigns, the company category management procedure, and merchandising and trade marketing activities.

MISSION

Marketing / Sales Interface • Communicating the marketing message on the field (preparing sales aids, arguments and tools)• Establishing priorities and campaigns for sales cycles• Controlling and monitoring the presence and correct use of sales tools on the field• Translating the marketing discourse into a sales argument for the field• Planning and leading Retail Chain / Marketing meetings (Marketing and Sales Committee; Task Forces)

Piloting activities for sales cycles and developing suitable tools• Monitoring field objectives including numerical distribution objectives• Developing tools to stimulate the team (challenges, etc.)• Helping to develop training for sales teams

Trade Marketing• Developing promotional campaigns• Taking part, with promotion agencies and retail chain marketing departments, in the statistical analysis and evaluation of actions• Turning the brand promotion plan into a trade marketing plan• Where applicable, taking part in Group cross functional procedures through the "Promotion" task force

Category management• Disseminating the category discourse to be presented to retail chains• Implementing partnerships with retail chains in conjunction with Category Management• Validating merchandising recommendations (type of needs, stocks) for the subsidiary• Field training for category presentations• Analysing panels (Nielsen, etc.) to be communicated to the Sales Department• Taking part in the Group's cross functional procedures in liaison with customer groups (Business Reviews, etc.) and Merchandising

Merchandising• Writing specifications for the shelving display• Explaining the merchandising policy to retail chains and carrying it out (as needed)• According to the situation, preparing and leading merchandising task forces (consumers, communications professionals, merchandising agencies)• Validating linear reports and analysing results (according to the situation: organising linear reports)• Drafting and using Point-of-Sale Advertising• Taking part in Group cross functional procedures:

- "Promotion" task forces- Merchandising interface- Working with "customer cells"

MAIN ACTIVITIES Training:

Postgraduate qualification specialising in Marketing, for example Professional Masters or business school

Experience:

On-the-ground sales and Marketing: 5 - 8 years (Head of Area – Regional Head of Sales – Head of Brand)

REQUIRED PROFILE

Internal

• Sales Department

• Marketing (Head of Group – Head of Brand)

• Retail chain director

• On-the-ground sales director – Regional Head of Sales

• Sales TED

• Merchandising

• Supply chain

External

• Promotional Agencies

• Retail chain marketing

• National and regional retail chain manager

PROFESSIONAL RELATIONSHIPS

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ALSO KNOWN AS:

• Sales Development Director

• Trade Marketing Manager

• Thorough• Methodical• Ability to anticipate

needs• Reactivity

• Organisational and planning techniques

• Planning and prioritising actions and field operations (promotional campaigns, etc.)

• Designing resources and tools for controlling the implementation of sales agreements for Heads of Areas

ORGANISATION

• Adherence to procedure• Methodical• Shrewd judgement• Ability to summarise

• Knowledge of marketing and Trade Marketing

• Knowledge of merchandising• Benchmarking techniques• Computing techniques

• Analysing panels (Nielsen, Secodip, etc.), merchandising survey results and the finding of task forces and translating them into operational language

• Competitive watch: analysing the competition, benchmarking, analysing competitors' merchandising and trade marketing strategies Using specific merchandising software

PROCESSING

INFORMATION

• Creativity• Ability to anticipate

needs• Capacity for analysis and

shrewd judgement• Pro-active

• In-depth knowledge of Mass Retail Distribution

• Knowledge of Retail chain strategy• Knowledge of the market

• Analysing the department and the market and drawing up a category and merchandising strategy

• Having a short and mid-term strategic vision for the department

• Recommending trade and merchandising actions

STRATEGIC

ANALYSIS

• Persuasiveness• Oral and written

expression• Ability to summarise• Teaching ability• Attentiveness

• Communication techniques• Leadership techniques• Sales techniques

• Selling projects internally and externally

• Developing arguments

• Training field teams in sales methods and tools

• Summarising and putting into action the marketing and category presentation

• Leading task forces

COMMUNICATION

ATTITUDESKNOWLEDGEKNOW-HOW: being capable of...KEY SKILLS

Sales Development ManagerSales Development Manager

SKILLS PROFILE

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