Commercial AG Regional Manager

Job Description

Job PurposeWe are looking for a Commercial Agricultural Regional Manager reporting directly to the Commercial BU Director North Region. This is a local role, based in Warwick.Responsibilities:

• To achieve the Commercial Products Sales Targets (OB) defined by KPIs (Volume, Net Sales, GP ( & %) and OP ( & %)) implementing the Commercial Sales Policy.
• Ensure volume sales and profitability achievement following the Commercial Product Strategy
• Coordinate the implementation and execution of the Commercial Product Action Plans of the assigned Product (AG) with appropriate business stakeholders
• Ensure the definition and execution of the customer budgets following the guidelines of the Product Management/Pricing team/Operations (Channel and Brand Mix)
• Measure risks and opportunities (Demand, Competitors, Price) in the Region in order to steer a regional vision of the market
• Define and monitor countermeasures when necessary to achieve budget
• Efficiently manage OPEX to ensure operating profit (OP) achievement and quality of business.
• Follow-up and manage customers credit to avoid target fail.

Coordinating and managing the Sales Team in order to reach both volume and profitability targets (GP and OP) aligned with the Bridgestone behaviours.

• Develop Sales Team towards the Company Strategy such as mix, value selling, and solutions (WebFleet Solutions, etc)
• Measure and follow up efficiency and productivity team ratios: through salesperson activities/visits in terms of quantity (number of visits/activities .implemented) and quality (turnover by visit/activity by customer).
• Coach and lead the team to become a high performance team.
• Ensure and lead the sales team development and training programmes.
• Define sales force by geographic and business area.

• Define adequate sales incentive programs in line with company (rewards team) and policies (Sales Incentive Programme).
• Teamwork with Solution Business department to increase business and give package to BSP.

To execute and implement the Commercial Products strategy, specific for AG, in the North Sales Region.

• To execute the sell-in and sell-out Actions, strategy and Promotions defined by Product Management (Operations). Strong coordination with Marketing programs definition, feedback and best practices
• Share Information with Product Managers to ensure efficiency in trade marketing campaigns
• Ensure the implementation in each area of the sell-in and sell-out sales program
• To support the salesforce toolbox KPIs achievement.

Coordinate with the different stakeholders across the business such as LSCM, Pricing team, and Product Management with the go-to-market (G2M) implementation including network development and possible new appointments within the BSP network to ensure thebest network coverage to meet the targets while growing the business.

• Identify and coordinate the appointment of newcomers to the network towards healthy network coverage
• To assure the quality of the network to be aligned to the profile of service providers of the Fleets and Farms.
• Define and develop the Give Package while optimising the Take one

To lead the Sales team, supported by the sales tools, products and solutions and defining and coordinating the training and development programmes to ensure a high performance and efficiency-driven team.

• Define and coordinate the Value Solution Programmes for new Solutions Portfolio at the Bridgestone Company
• Setup timing on Programme implementation
• Supervise the sales team evolution and assess job knowledge implementation
• Manage people processes for the team through the internal SuccessFactors tool including development plans and talent reviews.

Requirements:

• University Education (4-5 years). Preferably Sales, Marketing, Business Administration or Engineering Degree.
• 10 years experience in sales.
  • 5 years Sales Manager
  • 5 years experience leadership responsibility
• Good communication skills
• Goal focus orientation
• Team leadership: proven skills for leading, motivating and developing people
• Strong negotiation skills at all levels
• Commercial acumen
• Able to work under high sales performance pressure
• Good level of English (written & spoken)
• Willing to travel (around 60% of the week

Why should you apply

• We are passionate about our people and want to offer them the opportunity to develop and grow.
• Bridgestone as a global company drives your career to the next level by offering you possibilities to work in an EMIA scope.
• You will have the opportunity to experience a dynamic and challenging environment and work on different and innovative projects.
• We help you to drive your career path onward and upward work in a culture of feedback that recognizes you and helps your development.