Field Sales Manager

Field Sales Manager

Achievement of budgeted sales and financial targets through the development and execution of leading edge sales and marketing strategies for GARDENA and Neta products.

The Field Sales Manager (FSM) is a dual Leadership and Key Account Management role accountable for the profitable achievement of sales objectives within the assigned territory for key account customers and through the effective management of their respective third party vendor merchandising team.

Essential Duties:

• Execution of GARDENA Brand Division sales development plans for major customers at both store and market segment level
• Proactively review sales activity and effort among the merchandiser team ensuring that quality and quantity of sales activity is optimized to ensure that all vendor refill KPI's are met
• Conduct regular performance review meetings with merchandisers to establish productive working relationships and monitor KPI performance
• Develop and implement corrective action to address performance issues with merchandising team members
• Pro-actively identify opportunities within key accounts for new business opportunities
• Develop and implement business development plans for key account customers
• Maintain relationships with key account customers at multiple levels to ensure key decision makers are identified and engaged
• Develop and present core range offerings, compelling value propositions and actioning new product, catalogue and promotion opportunities
• Monitor warranty process, returns and service issues
• Assist in the development and implementation of product knowledge and competence development programmes for internal staff, resellers, and merchandising sales staff
• Conduct market and competitor surveys to identify market and product gap opportunities
• Assist in customer range reviews and product selection for new seasons
• Prepare and present regular business reports for Management to ensure objectives are achieved
• Coordinate and participate in industry trade events
• Work with sales and product management to align activities to support sales growth and maintain effective cross functional and multi-tiered internal and external relationships across all business functions
• Committed to maintaining a healthy workplace consistent with company policy, customers policies and individual well-being.

Qualifications:

• Minimum 5 years business development experience in Retail Hardware
• Proven track record in selling to major Home Improvement, Retail DIY and Specialist irrigation customers
• Extensive Watering and Irrigation product knowledge
• Negotiating and influencing positive ranging decisions
• Experience in selling to non-traditional hardware channels

Skills and Capabilities:

• A strong understanding of sales force effectiveness, sales process and sales activities
• Ability to lead and achieve results through an indirect sales force
• Proven leadership skills managing third party vendors
• Demonstrated Key Account Management skills
• Strong negotiating skills
• Highly developed analytical skills
• Professional presentation skills
• Strong commercial acumen
• Ability to create and maintain strong customer relationships at all levels.
• Energetic, self-motivated and Target driven

Internal and External Contacts/Customers:

• Superior interpersonal skills both verbal and written
• Effective and active listening skills
• Influencing skills
• Positive contributor to the Husqvarna Group

Reporting Relationship:

Direct Reports – N/A

Indirect Reports – Third Party Merchandising Vendor

Budget responsibility:

Direct responsibility and control – Designated accounts and territory

Indirect influence and contribution