Field Sales Manager

1 month ago

Sydney, Australia Carlton & United Breweries Full time

The Field Sales Manager role is responsible for leading a sales area to deliver the financial and execution targets through a high-performance culture. They are accountable for understanding and giving input into the commercial plans through annual and cycle planning, developing & executing an Area plan, managing key customers, and building the teams capability with an emphasis on coaching.

Key Accountabilities

  • Understand the Commercial plan for the state and develop an Area plan to achieve the financial and execution targets required.
  • Build resource plan including reviewing capacity in journey plans to call on new outlet openings and ensuring the call centre is optimised to provide coverage where field visits are not efficient.
  • Monitor and evaluate financial and execution dashboard metrics, identified gaps and participate in implementing corrective actions or raising issues for resolution with Customer and Channel teams.
  • Manage spend in line with budget, internal policies and governance requirements.
  • Plan and manage contract negotiation and JBPs (where required) with key local customers.
  • Monitor customer satisfaction across the territory, resolving escalated issues and identifying opportunities and obstacles to drive growth.
  • Provide market insights and input into Annual Planning process for Customer & Channel teams.
  • Build a high-performing team embedding a performance culture through setting clear individual and team goals and holding employees accountable for high standards of execution. Use market and customer knowledge to provide input into state cycle planning & business performance review.

About you

You are a strong leader with solid commercial acumen, exceptional relationship management skills, and a collaborative mindset to drive success and inspire teamwork.

Other key attributes we are looking for:

  • Significant previous sales experience across field sales and account management, preferably within FMCG
  • Outstanding people leadership
  • Understanding and ability to communicate compelling brand, customer strategies, consumer insights to customers and sales teams.
  • Negotiation planning as well as conducting negotiations with senior customer stakeholders.
  • Territory Planning and resource optimisation

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