Sales Strategy, Customer plans and sales development, Field Management,

Marketing and Trade Marketing & Human resource managemnt

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 area sales volume budget and trade expense for PMT (by city, POS, 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 (human, financial, POSM, etc.) for most effective ROI
Negotiation

Presents, negotiate and sign agreed budget with distributors and wholesalers (Define and
communicate objectives and policy to customers)
Field Management
Defines with distributor the level of service expected (business model, dedicated
vs shared sales force, KPIs etc) and monitor the actual outcome

Ensure application of national and local KA agreements

Ensure achievement of the area sales targets (Building Blocks KPIs)

Propose sales force structure dedicated vs shared sales force etc., location,
headcount

Manage distributors and wholesalers, ensure payment to Ferrero, follow up credits and assure the
information flow from distributors on sales and expenses
Planning and control
Plans daily and weekly routing and ensures conformity by sales representatives
Monitors field activities performance and accomplishment of 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, from the sales force and ensure accuracy, up & down with KAM (actuals on
stocks and sales, freshness, other regional reports, reports from promoters)
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

Is responsible for control: visibility, positioning of POSM and takes measures to

execute trade marketing activities if they are not in place

Makes proposals on new types of POSM and in-store activities to Regional TM

Supervisor

Control work of Promoter (during market visit) presence, presentation etc. Report on issues to
Regional Trade Marketing Supervisor.
Managing Human Resources

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 and motivate
subordinates
Participate in recruitment and selection according to the job descriptions and
company values
Train new comers on merchandising, sales skills, Trade marketing execution,
explain Ferrero sales principles and commercial policy, communicate new products,
new projects, promo etc.