Head Of Sales-National account Manager
Greene Farm
مجموع سنوات الخبرة :24 years, 8 أشهر
Reporting to the MD and Commercial Director:
With a field sale and a sales support team, Effective Management of key accounts for such Chains as Tesco (Ire), Dunnes Stores, Tesco (UK), Lidl (Ire& UK). Present weekly forecasts working in advance, Annual forecasts with FD at budget process. Greene Farm have been in business for the past 25 years, Market Leader in the White meats Category in branded and own label for PPCM in retail and Bulk deli line and supplying the foodservice sector with Protein such as Chicken, Turkey and Roast beef lines
To Effectively execute Activity to Maximize consumer off-take of products through effective utilization of Trade Marketing Excellence(TME) and the attainment of volume, distribution and availability targets, To Identify, develop and implement initiatives within the territory across all channels to further support corporate and brand objectives to Benson & Hedges, Silk Cut, Mayfair, Amber Leaf, Hamlet, Winston and Camel.
• To effectively utilize and record all aspects of TME to drive all aspects of the category and brands, capturing all relevant data in support of in-store activity.
• To ensure all source of business opportunities across all channels are exploited to their full within the territory of responsibility.
• To liaise closely with Planning and Development pillar stakeholders and assist in the implementation of innovative engagement programmes on a localised level.
• To achieve the optimum range and stock holding of the clients’ brands within their own and competitor in-store equipment, addressing any stock availability issues.
• To ensure LTA compliance within all central billing outlets within the ground and accurately report any non-compliance to Key Account Managers
• To identify and influence the key decision makers to achieve category leadership.
• To achieve agreed volume & distribution targets through flexibility, innovation and realizing both volume and share of market potential within territory of responsibility.
The Henderson Group with operating divisions, Henderson Wholesale, Henderson Retail, Henderson Property and Henderson Foodservice with over 3, 300 staff, Henderson Foodservice is the market leading foodservice business in Northern Ireland and now with a presence in the Rep of Ireland, It offers a comprehensive service to the catering industry that includes a broad range of chilled, frozen, grocery and hygiene products. With Turnover in Excess of £620m sterling, sales growth of over 33% in Foodservice and an increase of 20% in staff, reporting directly to the MD and Sales Director, with Responsibility for all of Southern Ireland Sales and Distribution with a field team of 8 Business managers.
• Setting up of Henderson Foodservice in Southern Ireland,
• Manage, Organise, Motivate, Lead and develop the sales team of 8 Business Managers
• feedback to the MD and Sales Director on performance, market trends and competitor activity
• Manage relationships with key accounts, building strong and robust long term relationships with Customers in order to maximise sales growth
• Developing Capture plans and follow on Orders
• Brand awareness- Bringing an Unknown Brand to the Market place
• Initiate and coordinate the development of action plans to introduce new products and penetrate new markets- Street Coffee in FTG
• Part of the Deloitte Best Managed Companies of 2014
Key Result Areas:
• IPS Tender and winning the distribution right to all of the Irish Prison services sites
• Bon Secours Private Hospital Group
• Expanding the sales capture area to include, Leinster, Cavan/Monaghan, Galway and Cork
• Increasing the sales force by 70%
• Delivering WOW growth by up to 250%
• Working on Niche markets to further develop the brand and service level
Reporting directly to the Regional General & National Sales Managers with a direct staff of 122 people Direct Responsibilities, Turnover in excess of 500 Million Saudi SR/100 Million Euros, full P&L for area, Deliver YOY Growth up to 30% in Dairy and 60%+ in Bakery, Daily Margin Analysed, Daily Wastage control, Order forecasting, liaising with all levels of the organization from senior management through to production, working with 3 divisions of Dairy, Bakery & Infant Formula including many brands across different Channels.
• Responsible for delivering sales growth and profitability through the development and implementation of a commercial/marketing strategy across North West region of Saudi Arabia, Develop and implement a business plan and trading strategies to grow the business in all sectors of the market and ensure the attainment of company goals and profitability, Grown Bakery area by 60% and Fresh Dairy Juice by 30% and increased all areas of the business from 3% to 60%
• Initiate and coordinate the development of action plans to introduce new products and penetrate new markets
• Manage relationships with key accounts, building strong and robust long term relationships with Customers in order to maximise sales growth
• Conduct Contract Negotiations through to closure
• Leading Proposals and Bids
• Market Development, Including Market and Competitor Analysis
• Conducting Demonstrations and Business Presentations
• Development of brand plans and ensure the effective implementation of promotional activity
• Ensure key focus on the provision of the highest standard of Customer Care to all Customers
• Provide timely feedback to the General Sales Manager on performance, market trends and competitor activity
Key Result Areas:
• Delivered consistent value & volume growth 2011 & 2012 targets Achieved
• New Business Development - Portfolio optimisation in the all channels
• Several Route to Market evaluations which have resulted in changes to Market strategy
• Distribution reviews and changes implemented resulting in incremental sales growth and more effective execution of brand plans and synergies within the market
• New Product Development - creation of bespoke products to enable access to new business opportunities
Running of the North west Region for Dairy Bakery & Infant Formula, Key Account, Pharmacy sales
Sept 2007 - Feb 2010 Rollover Ltd, Berkshire, England
Position: National Sales Manager, Ireland
FMCG Company (hot snacks)
Responsibilities
• Launch/Set up of Rollover In Ireland, from a start up position,
• Market Development, Including Market and Competitor Analysis
• Conducting Demonstrations and Business Presentations
• Organising and Leading Bids and Proposals
• Conducting Contract Negotiations through to closure
• Developing Capture plans and follow on Orders
• Drafting Marketing literature, bids, quotations and Promotional campaigns
• Managed accounts at head office level, Musgrave's BWG, Tesco, Gala, Croke Park, Eddie Rockets, Cuisine de France, Allied Foods
• Forecasting and accurate budgeting of sales & expenditure
• Develop operation &Logistics for Company
• HR -having a high of 22 wholesale reps, 2 BDE, and 1 PA
April 2003-- 2007 Steen's Furniture A/S, Kjellerup, Denmark
Position: National Sales & Key Account Manager
Danish Furniture Manufacturer
Responsibilities: • Key accounts, mail order, Catalogue companies, large multiply, independent retailers,
• Sales - dealing with all levels of sales
• Marketing - From organising trade shows to promo and specials offers
• Logistics - organising transport to end user, dates time etc
• Finance - Setting up bank Accounts, dealing with payments on a daily basis
• Human resource - Hiring sales agents, part time staff
• Business Development
• Brand awareness
Jan '2002-April '2003 Calcul International, Clare, Ireland
Position: Area Sales & Key Account Manager
Watch & Jewellery wholesaler
Responsibilities: • Key Accounts, dept stores mail order, duty free, airlines, independent retailers
• Brand awareness -Citizen Watches & Telstar
• Business Development
• Finance-managing each account in regards to credit and payments
• Security-carrying large value sample items up to 1 million Euro
• Marketing-personal show rooms and private Viewings, Trade shows
Jan '1998 - Jan '2002 Irish Dresden Ltd, Co Limerick
Position: National & Export Sales Manager
Porcelain Manufacturer
Responsibilities: • Export -Dealing with mainly U.S.A, direct dealing with television companies QVC, Theme Parks, Retailers mixed, Sales market in UK, Sales office in Japan
• Sales- all internal sales in Ireland, key accounts, mail order, catalogue, multiples, independent retailers
• Marketing - trade shows,
• New York, Frankfurt, Birmingham, Dublin
• Branding-product awareness
• Private Viewing
• Commission Pieces