Regional Sales Manager - Nestle

Location: Cambridge

Salary: £35,000 – £36,300

Employment type: Permanent Full Time

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, adding value and driving commercial development initiatives. Responsibilities include the execution of agreed category sales plans and achieving predetermined KPIs through effective leadership of the category sales plan and team.

Key Tasks and Responsibilities

• 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 in-store 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.
• Execute league tables, case studies, additional incentives and newsletters to encourage healthy competition.
• Lead and coach direct reports to ensure the team achieve predetermined KPIs and service level agreements.
• 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.
• Ensure that vacancies are actioned by the relevant person in a timely manner, resulting in minimum loss of coverage.
• Create an ongoing 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.
• Host agreed Field development days and audits with your team to identify training needs.
• Carry out individual performance appraisals and implement personal development plans.
• Motivate the team to maximise their potential.
• Conduct individual development days and coaching sessions in the Field.
• Ensure each Field Sales Executive clearly understands their job role and key result areas.
• Build key relationships with relevant stakeholders within Nestle.
• 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.
• Develop relationships during client visits to gain greater understanding of the business and 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 implementing appropriate changes to operational plans.
• Identify gaps and implement appropriate changes to drive increased performance, revenue and contribution margin.
• Evaluate available data to provide relevant actionable insight to Field Sales Executives.
• Analyse and provide Field insight to the National Sales Manager for future opportunities or challenges.
• Attend meetings with the national Field team when required to discuss and provide input into regional performance.
• Contribute to company initiatives as appropriate.
• Communicate Group values and beliefs to your team.
• Effectively communicate all Group messages to your regional team and 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 identified areas of feedback or opportunities.
• Regularly analyse regional performance and produce weekly and monthly reports.
• Ensure accurate data recording and reporting, coaching colleagues where improvement is required.
• Ensure all Field Sales Executives complete retailer accreditation schemes and GDPR tests.
• Ensure all Field Sales Executives have a full understanding of each retailer's expected standards of performance and conduct within stores.
• Ensure comprehensive understanding for self and regional team of 360 script and tablet/phone operation.
• Ensure 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.
• Validate Field results by carrying out specified number of audits required by the regional Field audit procedure.

Other Requirements

• Maintain awareness of and always follow company policies and procedures.
• Take personal responsibility to comply with health 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

• 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.

Seniority Level: Mid-Senior level

Employment type: Full-time

Job Function: Sales and Business Development