Commercial Director

Job Description : COMMERCIAL DIRECTOR MADRID SPAIN FOR FMCG Role is open to all Spanish speaking candidates Commercial Director for a prominent multinational food and beverage corporation. Leader with greatest impact on sales development and profitable growth. Responsible for developing and executing strong and competitive retail strategy that captures growth across retail channels ie Modern Trade, Traditional Trade, Convenience and e-commerce. In some countries, responsibility also includes Food Service. Responsible for developing and strengthening the customer portfolio and securing leading category positions for Arla's brands in line with Category Strategies. Lead and develop sales organization including Key Account Managers, sales team and external distributors/sales/merchandise companies. • Responsible for commercialization of the company's products, developing and implementing sales strategies to achieve established objectives • Responsible for efficient Route To Market strategy including use of distributors and other TP where it makes sense • Responsible for developing and strengthening customer portfolio capturing all relevant opportunities across different channel formats and focusing resources on profitable growth • Give input to, follow up on and deliver sales performance targets and other KPI's (sales volume, sales value, DSO, DIO etc.) • Efficient use and allocation of resources (sales trade budget and manpower) across channels to optimize growth and reduce costs to serve • Lead on BDA negotiations, price negotiations and Joint-Business-Planning with key customers • Developing, directing and controlling the retail sales operation to ensure that both short and long-term business targets are met including implementing corrective actions when needed • Proposes, develops and executes new initiatives to further develop sales and profitability • Create a sales culture with engaged sales teams, who are high performers on all KPIs • Advises in product mix and brand portfolio, distribution, customer service and digital content working closely with all stakeholders incl. General Manager, marketing, finance etc. • Develop The Company capabilities to win at the digital shelf including E-category management strategy & capability, online visibility & shopper understanding • Design and implement a strong Food Service strategy building on The Company strongholds • Solid understanding of category drivers and product FABs and continuously communication of these internally and externally. (How to (s)tell a story.) • Develop and drive strategic pricing approach per sku (Definition Price Policy by sku and channel) and brand support sales with arguments and material for price adjustments • Coordination with the different stakeholders and drive strategic sustainability approach with key customers. • Follow up and lead for volumes forecast by sku and customer to ensure the correct APO and efficient deliveries. EDUCATIONAL BACKGROUND / EXPERIENCE • Bachelor or Master's degree • Solid track record in sales • Minimum 20Y of sales experience • Minimum 5Y of leadership experience

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