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SALES
Sales Development Manager
ALSO KNOWN AS:
• Sales Development Director
• Trade Marketing Manager
MISSION
Developing and coordinating: the implementation of marketing campaigns, the company
category management procedure, and merchandising and trade marketing activities.
REQUIRED PROFILE
MAIN ACTIVITIES
 Marketing / Sales Interface
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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
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Monitoring field objectives including numerical distribution objectives
Developing tools to stimulate the team (challenges, etc.)
Helping to develop training for sales teams
 Trade Marketing
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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
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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
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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"
 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)
PROFESSIONAL
RELATIONSHIPS
 Internal
• Sales Department
• Marketing (Head of Group – Head of
Brand)
• Retail chain director
• On-the-ground sales director – Regional
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Head of Sales
Sales TED
Merchandising
Supply chain
 External
• Promotional Agencies
• Retail chain marketing
• National and regional retail chain
manager
Sales Development Manager
SKILLS PROFILE
KEY SKILLS
KNOW-HOW: being capable of...
• Analysing the department and the market and drawing
up a category and merchandising strategy
STRATEGIC
ANALYSIS
• Having a short and mid-term strategic vision for the
department
• Recommending trade and merchandising actions
KNOWLEDGE
ATTITUDES
• In-depth knowledge of Mass Retail
Distribution
• Knowledge of Retail chain strategy
• Knowledge of the market
• Creativity
• Ability to anticipate
needs
• Capacity for analysis and
shrewd judgement
• Pro-active
• Knowledge of marketing and Trade
Marketing
• Knowledge of merchandising
• Benchmarking techniques
• Computing techniques
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• Organisational and planning
techniques
• Thorough
• Methodical
• Ability to anticipate
needs
• Reactivity
• Communication techniques
• Leadership techniques
• Sales techniques
• Persuasiveness
• Oral and written
expression
• Ability to summarise
• Teaching ability
• Attentiveness
• Analysing panels (Nielsen, Secodip, etc.),
PROCESSING
INFORMATION
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
• Planning and prioritising actions and field operations
ORGANISATION
(promotional campaigns, etc.)
• Designing resources and tools for controlling the
implementation of sales agreements for Heads of
Areas
COMMUNICATION
• 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
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Adherence to procedure
Methodical
Shrewd judgement
Ability to summarise