Acosta · 2 weeks ago
Regional Sales Manager
Cambridge, MA
Full-time
Onsite
Mid, Senior Level
£35K/yr - £36K/yrAcosta is a company that focuses on sales management and commercial development. The Regional Sales Manager role involves driving category sales plans, achieving KPIs, and leading a team to ensure effective performance and stakeholder management.
MarketingSales
Responsibilities
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
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 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
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
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
Qualification
Required
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
Preferred
Previous retail, FMCG and/or sales experience desirable but not essential
Company
Acosta
Acosta brings simplicity to retail sales.
Founded in 1927
10001+ employees
Funding
Current Stage
Late StageTotal Funding
unknownKey Investors
Berkshire Partners
2014-07-28Acquired
2003-01-27Series Unknown
Leadership Team
Darian Pickett
Chief Executive Officer
Linda Hodnett
Retired VP of Sales
Recent News
Company data provided by crunchbase