The Role

Location: UK

Grade: GG5

This role is responsible for driving sales growth and business plan delivery in AAACE Division, by working collaboratively with Clusters, Market Managers and their teams to share sales expertise & guidance within BAU and key projects. This includes development of Annual Operational Plans (AOPs), supporting Markets with 3rd party distributor management; Field Force Optimization, Key Account management, Trade Marketing capabilities and proactively developing mitigating action plans.

Principal Accountabilities/Responsibilities:

• Lead on behalf of the Sales & Marketing Director the business & operational planning process from a Sales and Trade marketing perspective (Market Execution Plan) to ensure Clusters and Markets are equipped to meet top line revenue targets and bottom-line operating profit targets.
• Support clusters with implementation & delivery of agreed investment/engagement strategies, as set out within the operational plan. Including evaluating the performance of the activities across Clusters, raising alerts and proposing corrective actions when necessary.
• Support Clusters in determining ideal and effective Route 2 Market & Cost 2 Serve.
• In collaboration with RGM CoE identify Trade Investment optimization opportunities and keep governance over BAP process/ analysis to S&T Director.
• Responsible for development of the strategic guidance frameworks and principles for Trade Strategy.
• Engagement and influencing of key stakeholders (Divisions, Cluster/Markets, Global Brands, Global Procurement, Group IT) ensuring our operational developments are fully aligned to our sales agenda.
• Co-lead with IT digital transformation of our sales footprint and identify priorities for our Sales Technology Road Map. Set clear KPIs behind each business value case.
• Prepare all materials related to Division performance to be escalated within the business, i.e., Board presentations, OPEX presentation related to Sales initiatives.
• Collaborate with & facilitate where required the Sales & Trade working groups to identify, develop and deploy Best Practices across the Division.
• Co-lead NGP launch plans for the markets by identifying fit for purpose go-to-market plans (route to market and sales fundamentals), consolidate and track performance including sharing test & learn approaches across division/group.
• Liaise with Europe (and US) Division to seek common and consistent approach about trade strategies, ways of working and field force sizing / management / optimization / modernization and Key Account strategies.
• Collaborate with Global Sales Excellence Team to drive globally excellent, locally relevant initiatives and sales function capability plan (Regional KPIs, Sales Academy).
• Bring the outside in. Continuously raise standard of excellence by staying on top of industry best practices.

Skills and Experience Required

• Proven success in sales force management (Field Force / Key Accounts) and operational delivery
• Understanding of Sales Systems (Salesforce, CRM, Trade Apps…)
• Sales & Trade Insights underpinned by analytical and planning skills.
• Ability to demonstrate strategic insight & understanding
• Aligned and collaborative yet ability to challenge and influence stakeholders at all levels within the organisation, particularly those that impact divisional financial and operational performance.
• Excellent communication skills – both written & oral
• Travel requirements – up to 20% across AAACE region.