Regional Sales Manager

Basingstoke | United Kingdom | Sales

Regional Sales Manager (West - UK & Ireland)

Position Summary:

To develop a Regional 3 year plan and be able to execute it to a consistently high standard in order to maximise commercial opportunities across the Region by driving and measuring minimum standards, entrepreneurial flare, clear direction, leadership and best practice with the KAM, ASMs and Trade Marketing Executive. 

Essential Functions and Key Responsibilities:

Strategic Objectives

To create a Regional strategic plan in line with European Sales plans that covers:

  • The Commercial performance of the Regional business in line with budget expectations
    • By Region – by brand – by category
    • By Key and Field account
    • Based on growth and Distribution measurables
  • With the Commercial Director
    • As a part of the GTM process
    • For Pan European leverage and consistency
  • In conjunction with the Marketing strategies and departmental heads
    • So as to develop meaningful experiential, in-store and communication programmes with the Regional Trade Marketing Executive

Execution of Role

  • Forecast the business to the Commercial Director
    • By brand – by category
    • Regular measurement versus Forecast Phasing budget, ‘a&f’ and Distribution reporting models
  • Lead and Direct the ASMs and KAMs to ensure the following;
    • They are fully aware of the commercial results to be achieved in a set timeframe
    • That their KAMs & ASMs are aware of the commercial results to be achieved likewise
    • All measurement is by brand and category through reporting models

      Customers

  • Accompany the KAM and ASMs with Key/strategic accounts to drive
    • Optimisation of commercial growth/results by account within the Market through two way profitability and sell through
    • In-store Marketing coordination withy above line advertising/PR
  • Drive and Measure the Business by Channel including by Resort
    • Through Trade Marketing activity and promotions
    • Through networking and call coverage on all brands by the RSM and their Team

      People Management

  • Set a culture for the Area Sales Managers and KAMs based on;
    • Driving them to achieve the commercial and strategic targets
    • Continuous review of their progress versus reporting models
    • Integrity through implementation of transparent measurement and terms
    • Not accepting of what we have or how we have always done ‘it’
  • ASM/KAM and TMM Regular Quarterly Performance Reviews based on;
    • PEP forms set at the beginning of the year
    • Commercial results by brand and by category
    • Internal networking and feedback
  • Personal Development
    • From one to one coaching in the field
    • From team coaching at Regional meetings
    • From one to one and team coaching by external sources as planned with the CD
    • Reviewed as part of the quarterly reviews

      Reporting and Controlling

  • Sales Performance Measurement and Analysis with ASM, KAM and TMM
    • Annually: PEP – T&E Review and Plan – Commercial Performance – Team Performance  
    • Quarterly: PEP review – Quarterly commercial results – Team Performance
    • Monthly: Forecast Phasing result and forecast review – Distribution Review – Journey planning – T&E Review and RSM Team Business meeting
    • Weekly: GSR Forecast and review and plans – Distribution review and plans – Journey Planning – Team and Market sound bites
    • In preparation for Review with Commercial Director
  • Co-op Budget Planning and Management
    • Set parameters for co-op usage and management to the ASM, KAM and their TMM
    • Measure the spend and usage of the fund on a quarterly basis with the Commercial Director, Finance and Marketing

      Education, Training, Professional Certification and Work Experience:

  • BA in business, marketing, or related field required (or equivalent)
  • Significant sales experience, preferably within the sporting goods industry, golf or consumer goods
Knowledge and Skills Requirements
  • Ability to address complex issues and improve process, techniques and product sales programs.
  • Strong negotiating and motivational skill set with both external and internal parties.
  • Proficiency in thinking strategically, defining business opportunities or risk, analyzing abstract and concrete data and creating sales solutions.
  • Proven results oriented background of performance achievement of goals.
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The Facts

Jobtitle Regional Sales Manager
Team Sales
Brand TaylorMade
Location Basingstoke
Country United Kingdom
Number 158183
Position Type Full time
Date Mar-14, 2017
Relocation no

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