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Customer Business Development District Manager

Job Location: ​Suzhou​

Suzhou, Jiangsu

Company Description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in 55 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? Nearly 35,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them. 

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

District Sales Manager responsible for Suzhou City Cluster

Main Responsibilities:

Business Management:
生意管理:

•Ensure the achievement of the defined sales target in terms of turnover, ANP, obs and quality aspects, abiding to Ferrero guidelines
遵循公司的相关规定,确保既定销售目标的达成,包括销量,ANP,退货和质量等要求
•Forecast the business in terms of stores sell- in, sell- out, stock and resources (Promo, PG, Decoration, ANP)
预测门店销量的进货,出货,库存及相关所需资源(促销活动、促销员、装饰、 ANP )
•Ensure the execution of the activities established from the Marketing, Trade- Marketing in terms of brands, distribution and visibility  (shelf-planogram, 2nd placement guideline, check- outs)
根据品牌、分销和陈列的要求(包括货架陈列、二次陈列及收银台陈列),确保市场部及通路行销部规划的市场活动的执行
•Ensure the execution of the Key Account agreements (Customer HQ) at store level
确保重点客户团队与重点客户总部达成的协议和活动在门店的执行
•Analyze  and control business data/ results and define improvement initiatives
分析和控制业务数据/结果,并确定改进计划
•Plan the routing of Sales Representative and Merchandiser and ensure conformity by Sales Representative
计划客户业务发展主任和理货员的路线,并确保拜访路线的吻合率
•Coordinate with Merchandiser Supervisor the deployment of Merchandisers in the field
协调理货主管,合理部署理货员
•Communication to other departments in terms of improvement, problems and suggestions of the team
跨部门沟通,以促进团队问题的改善和改进
•Lead periodical meetings with the team to share market/ business information
定期组织会议,与团队分享市场和业务信息
•Back check of SR visits
检查客户业务发展主任的日常拜访

Distributor Management: 
经销商管理:

•Implement the selection process
执行经销商筛选流程
•Defines with distributor the level of service expected (business model, dedicated vs shared sales force, KPIs etc) and monitor the actual outcome
规定经销商提供的服务要求(包括商业合作模式,专用或者共享销售队伍,关键绩效指标等),并督促经销商的实际达成结果
•Manage the performance evaluation process
管理经销商的绩效评估流程
•Review contract
合同的回顾
•Control quality of warehouse (facilities, temperature, humidity, pest control, FIFO ...)
控制经销商仓库的质量(设施、温度、湿度、有害生物控制、先进先出等)
•Manage the inventory in alignment with field 
管理区域经销商库存
•Ensure the availability and reliability of DMS- data 
确保DMS系统中数据的可靠性和有效性
•Lead and coordinate the forecasting process for sell- in and sell- out of the distributor.
领导和协调经销商的进货和出货的销售预测流程
•Coordinate the overall city ANP- tracking process and claim management 
协调整个城市ANP费用的跟踪流程和核销管理
•Managing the daily interaction interfacing DMS system with the distributor
与经销商一起,确保DMS系统的日常数据对接

People Management:
团队管理:

•Induction and education of new team members
对新员工进行入职培训
•Lead the performance evaluation of the Sales Representative and Supervisor
负责对客户发展业务主任的绩效评估
•Permanent coaching and individual evaluation and development of the knowledge and selling skills of every team member
对每个团队成员进行持续性地指导,以发展他们的知识和销售技能
•Motivate the team member to achieve the company targets within a professional working environment
激励团队成员在一个专业的工作环境中实现公司目标
•Participate in process of recruitment and selection
参与人员招聘和选拔的流程
•Support the Sales Representative and Supervisor
支持客户业务发展主任的工作

•Other tasks assigned by line manager or company
完成直线经理或公司给予的其他任务

Who we are looking for:

1. Relevant experience in FMCG in related fields (Sales skills,  Negotiation skills), covering all channels (MT/GT). FMCG 销售管理经验(销售知识,谈判能力),全渠道(MT/GT)。
2.Relevant experience in DT Selection and Management.  经销商开发和管理经验。 
3. Organization ability and team management: managerial skills, relevant experience in managing and developing a team. 团队管理能力。
4. CET 4 level in English. 英语水平CET 4。
5. Excellent computer skills in Microsoft Office. MS Office 使用能力。

* Chinese Local Labor contract with local package will be provided for this position.
** Proficiency in Mandarin speaking.

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world. 

Requisition ID
20381
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