AddressAbout the Company
This B2B organisation is a key wholesaler of a wide range of consumer products to multiple channels. They have re-invented themselves with new leadership and fine-tuned processes, procedures and structures and are looking for a strategic Head of Sales Optimisation to lead a team (9) and support the Sales Director. A background in FMCG or retail from a senior leadership position in Commercial strategy, Revenue management, Sales Effectiveness or Head of Category Management would be considered.
About the Role
Reporting to the Sales Director this newly created role will lead the Sales Optimisation team and work closely with the Channel Managers to identify new and lapsed opportunities within the customer base. It will co-ordinate consistent reporting across the business, identify insights to grow the business and maximise revenue and profit. It will sit on the Sales Leadership team
Key Responsibilities
- Find opportunities to drive growth across the verticals / channels through improved category insights, data and planning, revenue management and price optimisation strategies.
- Joint responsibility with SD for strategic sales planning and process and establish an effective roadmap and reporting process
- Responsible for improving trading margin performance by maximising revenue mix.
- Establish and own effective sales management reporting
- Sales Force Effectiveness – lift capability of the business across reporting, category and market insights to think and work differently to unlock Sales performance
- Mobilise teams (directly and indirectly) to build capability, challenge thinking and ways to working to realise these opportunities
- Further develop the Strategic Customer Business Planning processes with Vertical Channel Managers to fast-track profitable initiatives by account
- Drive the “Sales Funnel to grow past and current accounts
- Establish a tracking process for evaluating customer performance into growing, declining and lapsing segments and provide the suggested “next best action” to maximise performance
- Drive a “win back strategy” leveraging the improved DIFOT performance
- Significantly increase “Presented” opportunities to improve customer “win v loss” rate in line with Sales Strategy
- Lead an effective sales reporting function and lifting capability across the team
Skills and Experience
- Strong FMCG experience across Category, Revenue or sales effectiveness/Sales Excellence
- Not afraid to challenge the thinking-"why are we doing it this way?'
- Highly analytical and the ability to develop actionable plans from insights gleaned
- Experience across commercial strategy, revenue management, Sales Effectiveness or Senior Category leadership roles
- Strong leadership of a sizeable team
- Work closely with the sales team to provide the tools to drive profitable sales
- Sales reporting experience
The Benefits
- Senior leadership package plus generous bonus on offer
- Laptop and phone allowance
- Subsidised on-site parking
- WFH policy
- Work with a highly experienced mentor
For a confidential chat regarding this opportunity please call Neal Ford on 0422 668 ***. Please submit your resume in word format.
