POSITION TITLE
Sales Manager Azerbaijan

Sales Strategy

 Propose goals, sales strategies, channel and customer plans for the area managed

Sales Forecast, Budget and Objectives

 Develop and manage operatively weekly rolling sales forecasts for the assigned area
 Ensures in line with business objectives the proper management of budget (reach targets on trade spending, returns, profits)
 Propose region sales volume budget and trade expense for PMT (by channels / shops, area, product, SKU)

Customer plans and sales development

 Detect and propose business development and growth opportunities, ensure quantity and quality development in the assigned area (Business Blocks KPIs)
 Properly distribute resources (financial, POSM, etc.) for most effective ROI

Negotiation

 Supervise negotiations with local and national KA to ensure implementation of the corporate guidelines
 Presents, negotiate and sign agreed budget with distributors and wholesalers
 Define and communicate objectives and policy to Distributors

Field Management

 Defines with distributor the service level expected (business model, KPIs) and monitor the actual outcome
 Ensure application of KA agreements
 Ensure achievement of the area sales targets (Building Blocks KPIs)
 Manage distributors, ensure payment to Ferrero, follow up credits and assure the information flow from distributors on sales and expenses

Planning and control

 Monitors field activities performance, sales conditions, agreements and relevant BB KPIs
 Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks
 Ensure that all agreed reports are provided timely and accurately - from distributor and ensure accuracy, up & down with KAM (actuals on stocks and sales, freshness, other reports)

Marketing and Trade Marketing

• Implement brand strategies, achieve qualitative and quantitative objectives set by marketing, report on opportunities, obstacles
• Ensure implementation of TM activities, active and proper in-store activities execution
• Makes proposals on new types of POSM and in-store activities for authorisation by Marketing department
• Share with Marketing the local best practices results to be converted into sales stories for other activities and regions

Participate in managing Human Resources of the distributor

 Define sales targets for the structure managed by SKU, control results
 Regularly evaluate performance of the structure assigned through joint visits and market visits: evaluate achievement of the BB KPIs, effect coaching of the people
 Participate in recruitment and selection according to the job descriptions and company values
 Train new comers on merchandising, sales skills, explain Ferrero sales principles and commercial policy, communicate new products, new projects, promo etc.

E-mail: afa.hasanova@ires.az