This position is responsible for the achievement of the quantitative sales objectives, ensuring the execution of the country's commercial strategy and leading a team of sales representatives.

Responsibilities :

- Sales analysis of region/territory (market, actors, competition)

- Achievement of volume, Gross Margin, and channel targets

- Control of key sales accounts of assigned region/territory

- Management of Sales team (Sales call methods, training, productivity, IT Tools)

- Centralization of field information

- Build and implement the necessary action plans, to increase the professionalism of the customer's business.

- Manage the flow of communication between Goodyear staff (field and region/central)

- Monitoring and productivity optimization of the team

- Facilitation, assessment, and training of the team

Performance Measurement :

- AOP (Volume, Gross Margin, and Channel activation & expansion)

- Team's productivity

- Performance and development objectives of the team

- Share of Accounts(SOA), SOM(Share of Market) evolution

Key Activities :

- Control of key accounts in the region

- Customer calls

- Negotiation/sale

- Implementation of commercial policy

- Monitoring and productivity optimization of one's team

- Definition and setting up of indicators

- Monitoring of indicators

- Work to improve targeted domains

- Coaching, management by example

- Facilitation, and exchange of good practices

- Optimization of I.T. tools used by the sales force

- Effective use of the equipment and tools available at the disposal

- Collective and individual coaching

- Verification of data reliability

- Processing of data from the tools

- Facilitation, assessment, and training of the sales team

- Accompaniment in the field

- Facilitation of regional meetings

- Facilitation of sales actions

- Compliance with work methods

- Definition of individual objectives

- Development summaries and performance assessments

- Centralization, analysis, and summary of information from the field

- Knowledge and analysis of assigned region/territory; market, actors, competition

- Presentation of the Goodyear distribution approach methodology and the partnership programs to the customers.

- Manage the elements of the contracts with customers including commitments, customer signature, renewal

- Ensure that all customer partnership requirements are met

- Ensure proper addressing of all the customer's transverse issues (Ex: Credit, billing, supply)

- Consolidate the market information (competitors, conditions, products, services, industry environment, customer's business) and regularly communicate it internally

Requirements :

- Strong Analytical Skills and ability to generate insights/action plans from data

- Highly motivated leader with a passion for driving business growth and results.

- Must have experience of leading a team.

- Knowledge of business concepts (profit, margin, variable cost, ROI), industry best practices, sales & negotiation techniques, and legislative requirements.

- Excellent communication skills - both written and verbal.

- Educational Qualification - MBA

- Min. 10 years of experience in the FMCG or FMCD industry

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