Regional Sales Manager

Regional Sales Manager

The regional sales manager works in conjunction with the national sales manager and a syndicate of eight categories within the Nestle in market model (NIM). The role involves providing input into the sales plans for the account, by adding value and driving commercial development initiatives. Responsibilities also include the execution of agreed category sales plans and to achieve predetermined KPIs, through the effective leadership of the category sales plan and team.

Key tasks and responsibilities include:

• Employ the appropriate team and talent to ensure continuous delivery of Nestle category sales plan.
• Achieve KPIs within the current regional field sales budget.
• Implement instore interventions and work with the national sales manager to revise category sales plans.
• Draw on personal knowledge, experience and best practice from other areas of the business, to exceed as an expert in your region.
• Prepare for and hold monthly meetings to ensure performance against all KPIs.
• Drive an activity plan with your region to drive performance.
• Effectively brief the regional team for success, e.g. point of sale materials etc.
• Execute league tables, case studies, additional incentives and newsletters provided to encourage healthy competition.
• Lead and coach direct reports to ensure that the team achieve predetermined KPIs and service level agreements (SLAs).
• Track, monitor and adapt to market conditions to ensure the achievement of the bonus/KPI payment criteria.
• Ensure the Nestle and group business strategy, vision and objectives are understood by all field sales executives and that they are motivated to deliver against them.
• Coach, develop and train the team, to drive motivation and performance.
• Ensure clear development plans for all the team are implemented and managed based on KPIs, performance and values, and that these align with annual appraisal process and 1-2-1 discussions.
• Ensure that vacancies are actioned by the relevant person in a timely manner, resulting in minimum loss of coverage.
• Create an on-going plan for reducing disruption and cover for any vacancies.
• Identify the talent pipeline to create future leaders.
• Recruit against up-to-date job descriptions to bring the best people into the business.
• Hold monthly team meetings that are compelling and motivating to drive performance and retention, including training sessions on key identified areas for the forthcoming period.
• Host agreed field development days/audits with your team to further identify training and their development needs.
• Carry out individual performance appraisals and implement personal development plans.
• Motivate the team to maximise their potential for themselves and Nestle.
• Conduct individual development days and coaching sessions in the field, to improve performance.
• Ensure that each field sales executive clearly understands their job role and key result areas.
• Build key relationships with relevant stakeholders within Nestle that are part of the regional contact plan.
• Attend and give regional input at reviews and business development meetings with Nestle contacts when required.
• Work with the national sales manager to ensure an understanding of the client's business goals, challenges and budgets to seek out opportunities, creating a sustainable partnership approach.
• Develop relationships during client visits to gain greater understanding of the business and to identify additional opportunities to grow business.
• Work with the national sales manager to develop regional operational plans to find opportunities to grow relationships, sales and talent pipeline.
• Drive outstanding performance and solutions through actionable insight of the region.
• Analyse results and KPIs, offering substantiation of performance and implement appropriate changes to operational plans for future improvements.
• Identify gaps and implement appropriate changes to operational plans to drive increased performance, revenue and contribution margin.
• Evaluate all available data (Power Bi reports etc.) to provide relevant actionable insight to field sales executives, to drive regional and individual KPI achievement.
• Analyse and provide field insight to the national sales manager for any future opportunities or challenges, to drive continuous improvements, including flexforce involvement.
• Attend meetings with the national field team when required, to discuss and provide input into and share updates on your regional performance.
• Contribute to company initiatives as appropriate.
• Communicate group values and beliefs to your team ensuring all relevant information is clearly understood.
• Effectively communicate all group messages to your regional team and to your line manager.
• Ensure best practice is shared across the group via internal meetings.
• Keep abreast of trends, news and information concerning the industry and market.
• Participate in high-profile store visits with Nestle to maximise future opportunities.
• Provide regular written, verbal and electronic communication to your line manager of all identified areas of feedback or opportunities.
• Regularly analyse regional performance and production of weekly and monthly reports, as agreed with your line manager.
• Regularly analyse regional team performance to ensure all data recording and reporting is accurate and to the standard required. Coach colleagues where improvement is required.
• Ensure that all field sales executives complete retailer accreditation schemes and GDPR tests.
• Ensure that all field sales executives have a full understanding of each retailers' expected standards of performance and conduct within stores.
• Ensure a comprehensive understanding for self and the regional team of 360 script and tablet/phone operation, to optimise data capture.
• Ensure the execution of rapid response and data alert interventions to drive team performance.
• Control all regional budgets, managing costs ensuring no budget overspend.
• Provide input to budget reconciliation and forecasting processes each month with the national sales manager as appropriate.
• Validate field results by carrying out the specified number of audits required by the regional field audit procedure.

Other requirements include:

• Maintain awareness of and always follow company policies and procedures.
• Take personal responsibility to comply with health & safety regulations.
• Take responsibility for your own personal development and ensure all mandatory training is completed on time. Ensure your team is up to date with Acosta University and Continuum training.
• Adhere to all General Data Protection Regulations and policies (GDPR).
• Manage MIS development, roll out of new equipment or/& software development programmes.
• Ability to undertake significant travel.

Essential knowledge and skills include:

• Excellent verbal and written communication, able to interact and influence at all levels.
• Good organisational and planning skills.
• IT literate, proficient in the use of PowerPoint, Excel, and Word.
• Team leadership and budgetary skills.
• Commercial awareness.
• Ability to evaluate and adapt category sales plans as required.
• Ability to manage poor performance issues with the team.
• Conflict management and resolution skills.

Highly desirable experience:

• Previous retail, FMCG and/or sales experience desirable but not essential.