Regional Sales Manager - Nestle

Location: Cambridgeshire

Regional Sales Manager

About the role:

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:

KPIs

Employ the appropriate team and talent to ensure continuous delivery of Nestle category sales plan.

Achieve KPIs within the current reginal 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.

Effective Performance Management

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.

Team Leadership

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.

Stakeholder Management

Build key relationships with relevant stakeholders within Nestle that are part of the reginal 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.

Reporting / Insight / Evaluation

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.

Communications

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.

New Business

Keep abreast of trends, news and information concerning the industry and market.

Participate in high-profile store…