- Interface between the field and the store and also with the Supporting Office.
- To manage the Sales Force Team for one or several stores according to the needs and the store structures.
- To increase sales, margin and frequency for all the Customer portfolios s/he is responsible for throughout the year and for the stores s/he is responsible for.
- Ensure communication/ exchange/ information/ action plan setting and propose recommendation based on Portfolio and store priorities.
- To ensure Competence development of his/her team by regular on the job coaching, support and evaluation.
* ROLE
- Involved in the customer portfolio selection, in close contact with the Store General Managers and the Regional Sales Force Managers.
- Implement and follow the Customer Strategy defined by the Company.
- Adapt for her/his store the objectives defined and share with the Store General Managers.
- Reach the global objectives of her/his team in term of growth and cost according to the following KPI’s:
- Recommend are implement a course of action
- Increasing of some specific departments according to her/his portfolio and specialization (Traders or Horeca). This objective can be optional and depends on the strategy defined by the country.
- Analyze the results (weekly, monthly and quarterly) of the key customer in terms of turnover, profits, losses, margin, average buying, and frequency on an annual and monthly base to make the right decisions to improve the situation if needed.
- Acquire knowledge of the MM Mega Market Organization regarding store operation, buying department procedures and logistics constraints and possibilities.
- Recruit and assess the Sales Force.
- Be involved in the key customer selection.
- Collect the key customer demands, expectations and need and propose solutions and alternatives to them in a short term.
- Average turnover per customer for her/his team.
- Define the customer seasonality to plan and propose the right MM Mega Market solution in due time.
- Increase the number of the new buying customer (activation)
- Organize the follow- up on a daily, weekly and monthly basis
- Survey (delivers inputs and monitor) the market in order to know what competitors are doing to allow MM Mega Market to react and to adapt its strategy.
- Develop the skills and the competence of her/his team by coaching, trainings and all appropriate actions which enable the sales team to perform.
- Liaise between the Regional Sales Force Managers and Store General Manager regarding special tasks required by MM Mega Market to serve and satisfy such customers.
- Know the market and the main competitors to highlight our strengths and benefits.
- Plan and organize key customer approach in due time to inform them of the main events and needs.
- Manage, motivate, train, follow up and control the activity of the Sales Staff in order to optimize the result. Analyze the results (weekly, monthly and quarterly) of the Sales Managers in terms of turnover, profits, losses, margin, frequency, average buying to make the right decisions to improve the situation if needed.
- Monitor the results and make the right decisions to improve the situation.
- Be responsible for the development of key customers.
- Be responsible for reaching quantitative and qualitative objectives defined in the KPI’s as well as the annual appraisal.
- Increasing of the portfolios dedicated to her/his team
- Be interface between MM Mega Market and key customers. Represent the company image and be responsible successes as well as failures.
- Be responsible for some specific budgets based on structural issues like personnel, bonus, incentives and salary but also with advertising and promotion if needed.
- Work in close contact with stores and buying, logistic, marketing and the Sales Force Organization
