Sales Distributor Manager -Libya, Tunisia and Algeria

Casablanca

Job Location: Casablanca

Company Description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

Be responsible to ensure consistent, profitable growth in sales revenue by leading and supervising distributors in charge of the distribution and commercial execution of Ferrero portfolio in assigned markets. Be also responsible to identify business opportunities and develop sales strategies and objectives effectively, which shall produce maximum market penetration and improve short- and long-term goals.

Main Responsibilities:

DISTRIBUTOR MANAGEMENT

* Scouts, ranks and evaluates potential distributors as candidates to distribute Ferrero portfolio in assigned markets based on Group policies and standards (commercial, legal, quality, financial, etc.)
* Supports negotiation for distributor agreements and contracts with the support of Group Functions (e.g. margin, incentives, RTM, trade coverage, sales support, distribution, credit, marketing & media support, etc.)
* Establishes and maintains a regular relationship with assigned distributors and acts as point of contact within Ferrero Group for all major decisions making moments / issues
* Monitors distributor performance and compliance with regular trips and store checks in the assigned markets

SALES STRATEGY

* Assesses market positions and recommends product needs and changes necessary to meet Country sales objectives, consistently with Ferrero Group goals.
* Develops and proposes the annual operational sales plan for the Country in conjunction with the Country Manager, proposing also medium-term sales strategy for the Country
* Shares and communicates the strategy to the distributor checking its comprehension, feasibility and eventual investments

BUDGET MANAGEMENT

* Monitors ROI of budget provided to distributor (conditions, promo, media investment, distribution fees, etc. inserted in the distributor margin)

SALES DEVELOPMENT

* Coordinates the implementation of the Sales Plan in the Country, ensuring the achievement of sales volume and growth objectives
* Monitors continuously the Country marketplace to determine possible market opportunities and improvement of the market penetration of Company’s products
* Assures that Ferrero’s Brands are marketed or introduced in the Country in accordance with Company policies to obtain maximum profitability

PERFECT STORE EXECUTION

* Ensures the optimal product exposure, in quantitative and qualitative terms, in the Point of Sales of the assigned area

FIELD AND CUSTOMER COORDINATION

* Secures with distributor the optimal sales structure in terms of headcount, roles and territories
* Secures with distributor coverage of sales channels, communicating sales objectives and suggesting channels’ approaches in accordance with the business plan objectives
* Supports the development and monitors distributor Sales Force providing key information about selling stories, product information and Point of Sales execution

SALES FORECAST

* Is responsible to provide the forecasting of Country Sales

RELATIONSHIPS MANAGEMENT

* Supplies information to top management concerning the sales activities and plans in Country
* Maintains as much Country contact as possible to have the best knowledge of the marketplace

Who we are looking for:

* 8+ years’ experience in sales and/or trade marketing
* Position based in Casablanca
* Experience gained in the FMCG segment with a proven track record of success in a similar role
* Experience in RTM projects and implementation within these countries.
* Familiar with local imports procedures and financing
* Frequent business trips
* Fluent in English, French & Arabic

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.

You should be highly focused on the team management, knowing and guiding your people and leading the team towards achieving goals. Thanks to strategic thinking and great understanding of the business environment you will effectively support others, improve processes and manage complexity. Employee contribution and engagement at Ferrero is based on the individual, team and organisation dimension, so demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes with your team.