As Sales Manager, you will be supporting the leader of sales channel in BeLux and be a key part of the commercial leadership of the mass market.
You are co-responsible for delivering performance through your own and the team’s customers, developing strategies for future success and developing the team to achieve these strategies.
These involve following responsibilities :
Supporting the Sales Manager in leading, managing and delivering profitable sales in line with the business strategies, goals and objectives, to maximize GSK’s equity, value and presence in the marketplace and channel they operate within along with developing future strategies for their channel.
Working directly with National Key Accounts, 3rd party providers, wholesalers and distributors to build strong relationships
Supporting and developing the team of Key Account Managers, Category Managers and Customer & Expert Marketing Managers along with if applicable the execution of the field force team assigned to the role.
Your responsibilities :
Managing the Business & Driving Performance
You deliver the plan on sales, profit, customer investment and margin (G2N) through full P&L responsibility within own customers and for the channel through the team along with Market Share performance targets for brands
You lead the Field Force and execution with third parties : setting priorities, develop and track KPIs, ensure segmentation and targeting according to desired outcome, coach and co-drive monthly, develop impactful messaging to customers.
Financial Management You control costs in the P&L (trade funds, capital expenditure, sales overhead etc.). You lead the Net Revenue Management workstream for their channel including ensuring flawless Price increase implementation.
You build strong customer relations supporting the team at a senior level within the customer, building long term Joint Business Plans and strategic partnerships along with building recommended customer segmentation and prioritization.
You prepare and support trade negotiations, securing execution in line with brand strategies and priorities, for own customers and setting the expectation and tracking delivery for the team.
You secure implementation of Joint Marketing activities ensuring all campaigns are evaluated and tracked (ROI) and learnings implemented into future course correction.
You lead the team to drive category projects / initiatives with the channel customers, and continuously optimize assortments and planograms.
People & Culture
Through strong FMCG experience, you develop current team talents, in sales category management and trade marketing
A key support in setting culture within the organization through your own team leadership and their wider role as commercial expert.
You foster cross team and function collaboration, acting with integrity and accountability.
You inspire, engage, empower and align employees with the strategy and showing their part in it. You drive a culture of continuous improvement, building an agile learning organization.
You create a high performing team to drive strong performance and providing high quality feedback
Basic Qualifications :
We are looking for professionals with these required skills to achieve our goals :
Extensive knowledge of the Mass Market in BeLux in an FMCG context. Including customer and trading dynamics, promotional and pricing mechanisms and the competitive situation in our categories
10+ years of FMCG commercial experience
Educated to Degree and Masters level in a relevant discipline; business, economics, marketing etc
Fluent in French, Dutch and English. Written and verbal
People management experience
Preferred Qualifications :
If you have the following characteristics it would be a plus :
A working understanding of Supply Chain, Financial management and control and marketing to ensure strong cross functional working
Strong understanding of the Forecasting process and the key metrics, systems and levers.
Previous experience in Sales, Trade / Shopper Marketing, Category Management or Brand Marketing.
Strong Communication skills both written and verbal, Resilience and Change agility
Demonstrates strong alignment to GSK values of Patient / Consumer Focus, Respect, Transparency & Integrity