Territory Sales Executive | £18,200 per annum + 20% Bonus

Job Reference: NES0031

Nestle Confectionary

The Job’s Mission:

 

Work within a defined territory of independent, fascia and symbol operator convenience outlets to:

o    Develop Nestlé Confectionery sales through distribution, display execution and ensuring availability matches demand

o    Work with retailers to maximise their confectionery sales and profits across their store

o    Support retailers with execution of head office agreed promotional activity

o    Operate within a fast paced, KPI led, dynamic environment where your role is to ensure consumers everywhere can be delighted by Nestlé’s confectionery brands

 

Reporting to: Territory Sales Manager

 

Key Activities

 

Planning and Preparation

 

  • Understand the channel in which we operate
  • Devise effective Journey plans in line with Nestlé Confectionery UK briefing
  • Build and manage KPI plans to support coverage and execution of Right actions in the Right outlets at the Right time
  • Full understanding of sales aids provided, seeking clarity via your Territory Sales
  • Manager as and when required
  • Working relationship with Cash and Carry and Nestlé sales team to ensure stock availability
  • Accurate accounting of all territory assets
  • Ensure assets are presentable for the working environment
  • Understanding of Competition law to ensure you work within its parameters (training will be provided)
  • Attend team meetings and conferences to understand commercial goals and formulate period plans in line with them

 

Identifying Needs

 

  • Develop working relationships with Key Decision makers at store level and set appointments as necessary
  • Understand each stores confectionery business objectives and how you can support their goals
  • Understand the shopper journey in the stores you call on to enable the effective siting of additional displays based on footfall, seasonal opportunities and shopper type
  • Understanding and use of EPOS/sales data/case studies to build a pitch to  meet the need
  • Identification of potential objections/barriers and formulation of solutions to overcome them

 

Make The Sale

 

  • Apply Nestlé Confectionery UK Sales steps of the call to ensure Right Action in The Right Outlet at the Right Time (Training will be provided)
  • Effective use of Nestlé Confectionery UK supplied technology to present engaging and informative presentations to your store contacts in all outlets
  • Secure on and off shelf distribution and display for Nestlé Confectionery brands
  • Gain agreement for outlets to execute key promotional activities briefed by Nestlé
  • Confectionery UK and ensure volume in Convenience Channel will match the Rate of Sale Need
  • Effective use of POS to maximise stores sales out
  • Reward retailer accurately for compliance, complete receipts and reconcile stock and float each period
  • Take photographs of in-store execution
  • Accurately capture and synchronize data to reflect in-call achievements (training will be provided)

 

Review and Evaluate

 

·         Share best practice

·         Feedback instore activity

·         Review and amend KPI and journey plans as necessary

·         Be available for field visits from both REACH and Nestle personnel

 

Core Competencies (How)

Everyone is measured against the same core competencies for their role. These competencies should help you ensure that you achieve your KPI’s and tasks (as defined above) using the right behaviours.

 

Drive for Results

 

·       Follows Nestlé Confectionery UK Steps of the call in every call.

·       Understands all targets and KPI’s.

·       Takes ownership of territory results and strives to achieve them.

·       Uses all opportunities to maximise brand awareness and distribution

·       Delivers results within given deadlines to the quality standard expected

·       Committed to deliver the required results

·       Speaks up when concerned/unclear about how KPI’s will be achieved

·       Proactive solution led approach

 

Customer Focus

 

·       Demonstrates an ability to listen in order to develop trusted customer and client relationships

·       Displays a passion to understand clients’ key customers and strategy

·       Observant in trade and communicates relevant observations effectively

·       Actively keeps in touch with customers to ensure they are receiving the service at the company standard

·       Constantly strives to improve levels of customer service

·    Influences and develops ideas to enhance customer satisfaction

·    Ensures the delivery of customers’ needs

·    Demonstrates an understanding of the wider Reach Business as well as the clients business

 

Team Work

 

·       Acknowledges and celebrates team successes

·       Clearly defines own role within teams

·       Works with others to achieve objectives

·       Conveys enthusiasm and commitment, encouraging others to do the same

·       Shares skills and experience with other team members

·       Enlist support of line manager and colleagues as appropriate

·       Communicates openly and honestly with colleagues

 

Challenge Creativity & Change

 

·       Positively reacts to changes to work and objectives and KPI’s

·       Applies creative thinking techniques to problem solving

·       Contributes ideas and solutions when applicable

·       Demonstrates initiative

·       Willing to explore new ideas and to share best practice

·       Constructively challenges new ideas and initiatives

 

Qualifications

 

·         Full driving licence valid for use in UK

·         English GCSE or equivalent

·         Maths GCSE or equivalent

 

 

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