Area Sales Manager
ROLE PROFILE/ JOB DESCRIPTION
1. ROLE : Area Sales Manager
2. BUSINESS GROUP: Commercial Field Sales
3. LOCATION: National
4. PURPOSE OF ROLE
ARYZTA is for people who are passionate about what they do and doing it well. We take pride in our high quality, delicious food and in our leading position as the worlds number one frozen bakery.
Our employees are one of our key ingredients, and together they play a critical role in driving the continued success of our business.
We are always looking for great people to join our diverse global team and we have opportunities spanning a wide range of areas including; Production, Logistics, Finance, IT, Sales, Quality, HR and much more.
In ARYZTA, every day is different. If you are resilient, ambitious, and a team player, ARYZTA could be the place for you to thrive and grow in your career
The role takes a management title as it needs to Mentor, lead, coach and develop TSE colleagues on their agreed territories. TSM’s have proved they understand the systems and procedures and can demonstrate
best practice to others.
The purpose of the territory Managers role, is to maximise delivery of forecasted sales and revenues targets for a specified business territory by managing and developing ALL existing ABCD accounts and proactively prospect for new accounts or non-trading accounts. Regional leadership in the assistance of TSE’s in maximising their delivery in CRM, Journey plans, Calculators, business cases to fully maximise their capabilities. The role is key in on-boarding new members of personnel / and maintaining high standards within the TSE team.
The role will be a key influencer in the regional team, directly reporting information and data to the sales manager with colleagues to ensure targets are measured & achieved
5. REPORTING AND KEY RELATIONSHIPS
Development of customer relationships and prospects. Management of all customer information within the C4C CRM system
Reporting directly into a North / South Sales Manager.
Working with a telesales partner (TSR).
Other Key Contacts:
Territory Sales Executives
Drivers for Territory
Sales Data Administration Team
New Product Team
Key & National Account Managers
6. DUTIES AND RESPONSIBILITIES:
To Lead and develop y regional area with two+ TSE’s
To take accountability & ownership for a selection of regions & potential Key Accounts
To play an active role in regional projects and lead the TSE’s by example
To develop existing customer accounts and actively prospect new accounts to ensure sales forecast and revenue targets are met as 80% growth from current customers and 20% new business.
Manage and develop new and existing nominated national accounts using product templates and leads.
Work with the Key & National Account teams to deliver tactical activity in national accounts and Independent groups on your territory.
Manage territory on a daily basis using BI reporting, communicating & agreeing plan of action with TSR partner.
On a monthly basis share Multiple territory business plan with Sales Manager & TSE’s detailing performance to date & forward actions.
Use mobile BI, analyse report to establish current trends across account base & identify key actions to be completed within journey cycle.
All data to be fully completed within C4C (CRM). Weekly planner to be updated in C4C for minimum 4 weeks in advance.
Working with TSE’s to ensure All customer enquiries to be responded to within 24hours of receipt and to make sure all issues are addressed and resolved as quickly as possible.
Continual improvement of product knowledge to share with customers and improve growth of sales.
Train and present “Bake Off” and presentation of products in customer locations when required.
ROI To manage all equipment within territory to ensure maximum return on investment, relevant action to be taken if equipment is delivering under target.
To follow agreed company processes and policies namely for pricing, samples, account opening, credit applications, credit requests, quality control.
To undertake any reasonable request asked of you by the management team.
7. ESSENTIAL EXPERIENCE AND QUALIFICATIONS/TRAINING
Strong business understanding – Margin & Profit understanding
Excellent communication skills
Strong Leadership Skills
Wide Sector Knowledge
Analytically strong – C4C CRM, BI, Calculators & Business cases
Sales & Target orientated
8. KNOWLEDGE AND SKILLS
FMCG Food Sales Strong Negotiation Skills Dive & Enthusiasm Sales Planning Journey Planning
Territory planning & Execution Bakery preferable Computer & data literate Team Leadership & Motivation
9. KEY MEASURES
Customer retention (NOBC) New Customer openings (NOBC) Sales Volumes Volume Cases CRM Compliance
Daily Calls 5 + 2 7 per day MOQ / MOV Margin / Profit Management
Customer Focused Business Aware Communicates effectively Action mined Accountable Financial Acumen
Nimble & Agile leaning style Able to see the wood through the trees Has the ability to take a step back and see
the bigger picture.
- Competitive salary package
- Perk box discounts
- Employee referral scheme
- Baby bonus scheme
- Life Insurance
- Pension scheme
- Cycle to work scheme
- Discount on products