Area Sales Manager (relocation to Baku city, Azerbaijan)

Multinational company De'Longhi Group («De'Longhi», «Kenwood», «Braun») is present in 33 countries with direct commercial subsidiaries and sells its product to countries all over the world, is looking for Area Sales Manager (relocation to Baku city, Azerbaijan).

Area Sales Manager develops strategy, tactics and execution plan for assigned country sell-in and sell-out drive. Manages a sales team, works with retail customers, distributors and outlets in order to ensure targeted market position.

Area Sales Manager reports to: Sales Director CIS, works closely with marketing, supply chain, finance.

Principal accountabilities include but not limited with Sales Management:

• Negotiating Trade Terms & Conditions with customers
• Ensure execution of commercial agreements
• KA sales planning tool management (shipment forecast, joint business planning including trade events)
• Control sell out & inventory levels by each KA
• Ensuring another targets achievement within KAs: sell-in, inventory, in-house share, margin level
• Team management

Trade investments & in-store execution planning and control:

• Coop budget planning by each product category / KA
• Promo programs initiation, planning, evaluation & post analysis
• Promo costs and rates negotiation with customers
• In store programs (displays & brand zones) support in planning & management
• KA promo campaigns planning and execution control in alignment with brand marketing guidelines / master plan

Finance administration:

• Sufficient credit line (limit & # of credit days) planning, ensuring and control
• AR management including overdue shipments control (if any), pre/early payment

Contract management:

• Shipment contract conclusion & signing with all KAs
• Commercial contract conclusion & signing with all KAs
• All required, on-going addendums (including logistics, finance and legal areas) conclusion & signing with all KAs
• Issuing all required approvals for all actions related to business relationship with customers

General:

• Regular customers data collection (in-house share, competitors trends), ensure on-time reporting to top management
• Overall trouble shooting (incl. supply delays, quality problems, o/due etc.)
• Build up customer strategy and competitive landscape in order to ensure long term partnership business
• Manage relationship and ensure single point of contact for all customers
• Organize regular business review meetings with customers

Major KPIs:

• Sales revenue
• Gross margin
• Account inventory on hand
• Sales forecast accuracy

Requirements:

• University graduate in business/economics/finance
• 3-5 years experience in the same position and including 1-2 years at key account manager role with leading CE or FMCG companies
• Strong talent for multi-tasking and managing competing priorities effectively
• Ability to work under pressure in fast changing environment
• Proven track record for innovative solutions to complex problems, ability to be both strategic and tactic oriented
• Strong understanding of retail market operations
• Highly organized, attentive to details
• Excellent communication and presentation skills
• Self-directed, yet strong team player
• Strong team management skills
• Upper-Intermediate level in English and Fluent in Russian

Package:

• Base salary & Monthly bonus
• Medical insurance, car allowance and compensation of incurring expenses (fuel, cell phone, etc.)