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Commercial Sales Director

Company Difco Group
Location Sin El Fil
Reports to Commercial Director
Manages N/A
Type Full Time

Job Purpose

Manage and lead the complete business relationship with the Difco appointed business partners and research Distributors in untapped markets.  This includes managing the day-to-day sales operation of all channels in all markets as well as managing the full year outlook and business commitments in terms of volume, value, and profit commitments.  
The job holder will have a proven track record in managing multiple distributor operations, and ability to envision and execute a growth driven strategy within the assigned geography.

Duties & Responsibilities 

Market, Distributor and Trade Customers

  • Develop an in-depth understanding of the competitive market landscape.
  • Engage with business partners (distributors) and interact with key customers to build a complete and accurate picture of not only Difco’s positioning within the sector, but also of its competitors and market developments.
  • Develop solid trade relationships in each market in order to leverage channels and become category captain to local retailers / wholesalers.
  • Enhance knowledge of the product portfolio and key strategic initiatives to all business partners and trade customers in the market place.

Planning

  • Manage the full S&OP cycle of each business partner – from M3-forecast to sell-in to trade all the way to sell-out.
  • Manage Price Models across products and markets taking into account all related elements and ensure that the brand positioning is competitive with competitors and the changing market dynamics.
  • Facilitate communication and a smooth workflow between business partners and the company’s internal functional areas.
  • Drive consistent metrics and processes for margin improvement.
  • Lead the development and execution of the Annual Operating Plan, and ensure the company has a sustainable model to drive future growth in each market.
  • Develop and enhance the reporting cycle and transparency of the entire cycle (end-to-end).
  • Prepare and present monthly and quarterly business reviews covering progress against Annual Operating Plan, challenges, opportunities, and solid recommendations for driving market growth.
  • Conclude new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with Internal and External Stakeholders.
  • Drive process change and business enhancements by recommending efficient solutions at all levels.

Competencies

Education

Bachelor’s degree in Business Administration with emphasis on Marketing and Sales (or any relevant) 

Experience

8-10 years of experience in consumer goods/FMCG sales in a Managerial capacity and preferably in a multinational company.

Knowledge, Skills & Abilities

  • Proficiency in MS Office applications –Excel / Word / PPT
  • Relationship Management: Establishes and builds healthy working relationships with internal and external stakeholders.
  • Solution Alignment: Evaluates rates and availability with an understanding of products, services, and the market for the purpose of obtaining favorable arrangements for the company.
  • Sales & Negotiation: Effectively works in a defined market or region, identifying prospective partners, and negotiating successfully in a constructive, consultative, and collaborative manner.
  • Written & Spoken Communications, Listening, and Influencing: Conveys, receives, and interprets ideas and information, presents information appropriately to a diverse range of audiences, and influences partner decisions.
  • Strategy Execution: Develops goals, ideas and initiatives that improve the organization's performance, manages costs, and drives change at all levels.
  • Drive for Results: Driving high standards for individuals, teams, and organizational accomplishment; tenaciously working to meet or exceed challenging goals; deriving satisfaction from goal achievement and continuous improvement.
  • Ability to establish Best-In-Class Route-To-Market, and drive effective and efficient growth drivers.  This will be done by identifying and executing measurable building blocks in each market.
  • Good Knowledge of trade channel classification and trade marketing.

Work Environment

(Flexibility to travel) as the Job requires travelling outside Lebanon for business requirements.