Regional Sales Manager - Kyushu and Chushikoku Region

2023-07-17 | po-021562

Company description

An American based company, one of the largest in the spirits and wine business.

Responsibilities

Builds Vision & Strategy for the North Japan Region with clear direction and guidance within the team
Leads the team to collaborate and work together as one team to achieve the Region objectives
* Ensures coordination and clear communication within the team
* Holds the team capability to high standards through people development with feedback on a frequent basis
* Builds a 360° understanding of customers (primary wholesalers, on trade, off trade) including a deep understanding of each customer’s business, strategy & goals
* Develops and executes customer strategies & plans, using data analytics, category-based brand selling and effective negotiation approaches
* Leads annual negotiations with primary wholesalers’ head offices within the region
* Supports Sales Managers and/or KAMs with indirect customer negotiations
* Continuously improves relationships with priority customers for both direct and indirect accounts, leading to closer collaboration and creation of joint business plans for B-F and our customers
* Manages customer mix and allocates trade term investments within budget with attention to maximizing the effectiveness & efficiency of trade spend and overall business profitability
* Takes ownership & accountability for developing accurate volume & value sales forecasts and commercial plans to profitably grow the business
* Monitors and evaluates performance and effectiveness of promotions & other initiatives to identify opportunities for continuous improvement, reporting to Sales Director and/or management team
* Develops & evaluates bi-annual activities on pricing, portfolio and promotion (aligned to brand guidelines & plans) to deliver growth, brand building objectives and maximum return on investment
* Provides regular communication to stakeholders regarding category channel, customer, and competitor developments, highlighting opportunities and threats to the business
* Coaches, manages and develops competencies of the team members in the North Japan Region

Requirements

10+ years of sales management experience in FMCG industry with strong network with local customers (Wholesalers, Retailers)
Alcohol industry with knowledge of trade margins and rebates in premium & super-premium imported spirits industry (wholesaler, retailer, bar supplier, on-premise outlets)
Experience working in US or European company
English communication skills
Strong business acumen and judgment along with strategic capabilities
Acts with honesty and integrity. Strong work ethic with the ability to invest the hours needed to accomplish the objectives
Has the ability to build strong relationships at all levels with strong stakeholder awareness both internally and externally
Collaborative team player, with conflict management skills
Adaptable, flexible and resilient
People management & development
Compelling communication skills