Tell someone you work in sales and chances are they will either have you down as a cold caller pestering housewives or someone who has an unhealthy relationship with their car, thanks to the long-distance driving.
In some cases they may be right, but in food and drink this is a misleading impression. You need more than a decent telephone manner and a driver's licence to be a good salesman in this industry and you'll be involved in many more interesting things.
Sales jobs take many forms and it isn't simply the art of flogging as many pallets of goods as possible. You may have to build listings from scratch, or maintain a brands ubiquity. Even big hitting brands such as Coca-Cola or Innocent have to fight for shelf space and salespeople must work with retailers to establish and maintain a close relationship.
Rapid career progression also makes sales attractive. Once a junior sales role is sealed, a motivated recruit can climb the ladder quickly.
FEATURED RECRUITERS:
Our consultants have specialist knowledge of the competitive FMCG marketplace and have built long-lasting relationships with some of the biggest brands in the sector through our tailored services.
Candidates can rely on us to offer opportunities in world class sales organisations. They can also enjoy a personalised service which provides honest and open feedback as well as solid career advice.
We need people who are bright, articulate, hard workers, self starters, interested by business and want to make THE difference. If you fit the bill we want to hear from you.
I'VE GOT THAT JOB:
KEY ACCOUNT MANAGER
ROZ NASH – MARS
Job description:
I manage seven key retail and several wholesale accounts within the pet specialist division, developing activity plans and ways to deliver growth.
What do you actually do?
I am field-based, with one day a week in the office, so every day is different. I work closely with both my customers and the field teams calling on stores/depots, to ensure they have what they need to support their customers and that promotions are running and executed effectively. My long-term responsibility is to grow sales for the benefit of both Mars and the customer. I’m also the training champion of the
region, working to uncover the teams training needs.
How you got into it?
I wanted to work for Mars since I was about 15, as I had heard so much about the supportive culture and career opportunities on offer. I was streamed into sales on the basis that my skills and personality best suit that area. It was great to have professional guidance to introduce me to sales this way, because my understanding of it – imagining the hard sell and solitary repping – would not have attracted me originally. Account management is very different – requiring many business skills and a degree of creativity which I love.
Best bits?
Excellent training, exposure to higher management and real responsibilities early on. Free chocolate is great too.
Weirdest interview question?
What would you do if I started an argument with you about...?
Skills most used?
Questioning skills are essential or you won't know what's going on. You need to understand individual situations and unique needs. Negotiation skills are vital, data analysis and organisational and time
What next?
Build significantly on my skills and be ready to take on further challenges within Mars.
