AREA SALES MANAGER IBERIA TR
Position Purpose :
You will manage all aspects of territory management and field force deployment for Spain Mainland TR, Canary Island TR, and Portugal TR. This includes working closely with the Regional Sales Manager, the Director of Western Europe Travel Retail, the area's Consumer Activation Manager, the Finance Manager, and central Global Travel Retail functions. Responsibilities cover P&L, marketing budget, planning, portfolio, pricing, commercial strategy, forecasting, compliance, and customer engagement. You will also build strong relationships with Travel Retail Operators / Key Accounts & Distributors, implement marketing programs, manage commercial activities, develop key account plans, and coordinate training for Retail Sales Consultants with the regional team.
What will you do responsibilities :
Responsible for achieving market / area P&L targets and developing AP and SP plans for assigned territories. Tasks include establishing rolling forecasts, LE input, and collaborating with regional functions for sales analysis and marketing budget planning. Additionally, you will manage investments and savings to maximize the efficiency of the company's investments. Responsible for managing customer and trade relationships, ensuring strategic alignment with domestic markets. Tasks include handling document flow (contracts, invoices, etc.), maintaining sales integrity procedures (Legitimate Market Demand, Know Your Customer, etc.), and ensuring compliance in the assigned territories. Responsible for implementing sales, distribution, and marketing strategies, including portfolio and pricing strategies, merchandising, shelf space, and promotional programs. Monitor progress and recommend corrective actions as needed. Execute KPI monitoring and report results on sales volume, pricing, stock management, and brand listings to RSM and RSD. Identify and implement business opportunities using strategic insights data and market / passenger developments.
Work with the line manager to start and end third-party contracts for in-store promotions and advertising
Manage territory and field force, including coaching and motivating outsourced personnel. Gather field data using the sales automation tool (TME)
Who are we looking for requirements :
University degree or equivalent
5-8 years experience in sales & distribution / channel management / field trade marketing
Experience in consumer / trade promotions management, preferably within the FMCG / Travel Retail industry with Key Account Management experience
Cross-cultural and Travel Retail experiences are an advantage
Fluent in Spanish & English; knowledge of additional languages is a plus
SAP, TM1, PowerBI, and MS Teams knowledge will be a plus
Advanced level of Excel; capacity to deal with large data
Financial Skills
Negotiation Skills
Process / Project Management
Analysis & Problem solving
Trade Research
Key Account Management
Distribution Management
Territory & Field Force Planning & Management
Interpersonal Skill
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