Responsible for:
• Volume, value, margin/EBIT development
• Sales & marketing plans
• Key Customer relationships
• Employees & organisation
• Analysing financial and business reports to ensure strategy
and objectives
Result Areas
• Market share growth rate
• NSV in line with business plan
• EBIT in line with business plan
• P&L
• SG&A costs
Core activities
• Creation of annual business plan according to corporate
goals, gain buy-in from Management and implementation of this
business plan
• Development of sales strategy to achieve market share
growth
• Prepare and organize sales meeting structure to ensure
product, business and organisational opportunities are reviewed and
addressed
• Reports on status and progress against agreed goals towards
CCO.
• Investigate, detect and communicate new opportunities
(segment, product, competition weaknesses) towards Management,
Marketing, fellow Sales and Marketing Directors
• Lead sales team made up of Distributors and agents ,
external and internal, coach, motivate, recruitment and performance
management
• Define and control implementation of strategy on key
projects and/or key relations
• Presence/company representation in the field with key
relations, local and international exhibitions, association
meetings
• Advise and agree on local marketing strategy to develop and
implement local brand awareness, public relations, advertising and
promotion, New Product Introductions.
• Effectively deal with complaints and technical enquiries to
ensure minimal impact on the future business
Key data/measures for area of responsibility:
• Net Sales Value
• EBIT
• Managing working Capital requirements of local stocking
Qualifications
• Education/ Training; Bachelor or Master level or equivalent
through experience
• Practical Experience; minimum 5-8 years in all-round sales
& marketing, proven track record and experienced in
people management
• Special Knowledge; Marketing, account management, commercial
flooring business, languages ( English), Excel, Word,
• Required competencies; entrepreneurship, empathy, diplomacy,
high level negotiator, coach, ability to think strategy, market
knowledge, natural leadership, proactive but with talent to react
sensibly and quickly.
Organisational relationships
• Sales controlling
• HR
• Credit Control
• CS manager
• Technical support
• Management Team
• Design & development
• Local Marketing
• Central marketing
Key customers external
• Architect & Design community
• End users
• Flooring contractors
• Distributors and agents
• General contractors
• Trade organizations
• Segment organisations
• Press
Team involvement
• Emerging Markets Team
• NPI
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