Distributor Sales Capabilities Manager

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Great things are happening in the Europe and Australia (EUAU) region. Each day, our 2,500 plus colleagues bring their passion to our offices, manufacturing sites, R&D center, and commercial/distributor markets across Europe, Australia, and New Zealand. We are energized by over 150 years of bringing people together with the food they love. With beloved brands Old El Paso, Häagen-Dazs, Nature Valley, Betty Crocker, Fibre One, Latina Fresh and more, we are on a mission to become the undisputed growth leader in food for EUAU. In a world that's ever-changing, we look to stay ahead and seek people who share our love of food and are hungry to shape the future.

What Your Role Is

This position will develop Sales Distributor Capabilities agenda and execution, while also drive growth by connecting and modernizing activities across our key distributor partners and General Mills Commercial teams. Champion an end-to-end demand generation capability across the disciplines of Sales Capabilities, Strategic Revenue Management, Digital, Data & Analytics. Internal consultant who enables commercial teams and organizations reach their full potential through a mix of consulting, sales learning, training, and other capability building initiatives.

Main Responsibilities:

Sales Capabilities

• Develop, standardize, and transfer capabilities across Global Emerging Distributor Markets
• Create, built, and delivered GMI Way Programs (Selling, Joint Business Planning, Category Development, Revenue Management, Channels, Brand Academies, Add Value, E-commerce, On-boarding)
• Lead the design of the 'Way of working' of the Sales Organization to improve its capability in implementing the company's sales strategy.
• Develop and provide a platform for the Sales Execution team to deliver Customer and Consumer experiences that deliver on the standards required by our company and our brands.
• Deliver top line growth by creating best in class experiences for our Distributors.
• Collaborate with our partners to build and strengthen capabilities
• Organize the annual Distributor Partner conference

General Mills Distributor Performance Management

• General Mills Distributor Performance Dashboard: Develop and propose standard performance visibility to Clusters.
• Create tools and templates to enable analysis of distributor development and performance progress. Spearhead next-level reporting for faster and clearer decision making. Leverage resources across the company including Global Business Solutions.
• Maintain a database of company's network of distributors (by geography and coverage);
• Oversee the distributor assessment process and report results by distributor, market, clusters.
• Develop long term programs to improve distributors performance (sales increase, better mix etc.).
• Consolidate, coordinate and monitor plans and execution on appointment, account set-up development, transition, and termination in relation to distributorship.
• Conduct comprehensive market research and competitive analysis to identify best practices and innovative strategies across diverse markets and clusters. This will involve data analysis, benchmarking, and collaboration with stakeholders across the network. The results will be disseminated to enhance overall network performance.
• Proactively identify and assess key opportunities for growth and development within the network. This includes the development and implementation of strategic plans to improve operational efficiency, expand market reach, and enhance profitability, with a specific focus on optimizing distributor margins.
• Distributor Capability Assessment: provide documentation support to Sales Managers on the criteria and tools to be used for assessing distributors capability to cover the market.

What You Will Bring To The Team

Requirements:

• Distributors' management experience
• Proven ability to design and implement sales capabilities, including processes, systems, and organizational structures.
• Experience optimizing sales team performance through strategic planning and execution
• Minimum of 10 years' relevant experience in a similar position in the Food and Beverages industry /FMCG
• Experience in handling Key distributors and ability to support the development of RTM Model & Strategy
• Excellent hands-on Sales Training and Development experience
• Deep knowledge of Sales, Distribution and Logistics with firm understanding of retail trade dynamics
• Strong knowledge of both internal and external influencers within the food industry
• High level of analytical skills with detail orientation
• Sales experience in Traditional Trade and Modern Trade
• Experience in working in a highly matrixed environment.
• Strong leadership and influence skills, and the ability to drive change and organizational transformation
• Excellent communication and listening skills
• Demonstrated ability to manage and resolve conflict
• Strategic Revenue Management

What's in it for you?

Work with Heart - offers us flexibility that also requires partnership to ensure we regularly come together in person for those moments that help drive our business forward. Our hybrid work policy means an average of 2 days per week in the office with the opportunity to finish at 15:00 on Fridays.

Wellbeing - We want our people to feel well and thrive, for this we offer free Headspace account for you and up to 5 friends or family members, ongoing activities, Employee Assistance Program and more.

Bonus - Our people are at the heart of what makes General Mills great, so when goals are reached, you'll be rewarded through our bonus scheme.

Health & Dental Insurances - All colleagues get the opportunity to join our insurances from day one.

Family & Carers Leave - Every family is unique. Our approach allows every family to have the opportunity to spend quality time-off to support them from the point of birth or adoption to care, with enhanced covers.

Enjoy other perks like enhanced pension contributions, subsidised canteen, access to both peer-to-peer recognition and discount platforms, 2 extra days for volunteering work, and more...