J3294 - Irish National Sales Manager (INSM)
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JOB CODE:
J3294
JOB TITLE:
Irish National Sales Manager (INSM)
DESCRIPTION:
Our client is a significant player in the nutirtional supplement sector in Ireland, the UK and other countries. An national sales manager is sought for Ireland.
1. PURPOSE OF THE ROLE
First and foremost, the responsibility of the INSM is to achieve or exceed the company’s sales plan.
It is furthermore the responsibility of the INSM to build and motivate a team which is capable of continuing the company’s growth plan which projects that, over the next five years, the Irish business will grow at 15% per annum.
There are several other critical success factors in this key role but the ability to analyse market trends, to change the field team’s focus as necessary, and to adhere tightly to strategic plans as developed with the Dvisional Director (DD).
On a personal level, the INSM must communicate effectively with the DD, Provincial Sales Managers (PSM), the field sales team and other Company colleagues as well as with the company’s customers.
2. ENVIRONMENT OF THE JOB
The Agricultural industry lags other sectors in providing structured, professional development programmes for its employees. It is generally a “low tech” industry working to traditional methods. This offers opportunity for Company.
The supply chain is also largely fragmented with Company competitors ranging from large nationals to “bath-tub” home mixers. The drench business is not core business for many of our competitors and the sector therefore lacks a clear strategic development. Many competitive organisations operate in a similar fashion to Company, selling to farmers through an agent network. In many respects Company has driven the market and organisations have been attracted to the sector by attractive margins and have copied the Company model.
Growing competition within the sector has necessitated that the company adopts a more aggressive culture and strategy. It is important that the INSM, working under guidance of the DD, is constantly striving to raise the standards of the commercial team to give us competitive advantage.
3. GUIDANCE AND AUTHORITY
The INSM has a direct reporting line to the DD.
The INSM is furthermore a key member of the Company management team.
The INSM has direct responsibility of the PSM’s.
The INSM must develop strong lateral relationships with the administrative and marketing teams.
4. PRINCIPAL AREAS OF RESPONSIBILITY AND SOPs
a. Achieve the company’s overall sales plan by segment
b. Build and maintain an effective and motivated team
• Prepare job descriptions and SOPS for all PSMs
• Develop regional development plans with clearly defined key strategies and current issues
• Offer each field sales agent an appraisal meeting twice/annum
• Monitor and update compensation packages and incentives
• Develop a programme of continuous personal development within the management team
c. Ensure efficient field call planning, focus and implementation
• Personally provide three months forward planning calendar
• Ensure that everybody in PSM team have two-week forward planning schedule in place
• Develop effective “in-field” customer record system
d. Analyse and use marketing and sales data
• Understand how to analyse sales figures and reports and use to maximum effect
• Propose remedial action when analysis indicates deviation from plan
• Present DD with monthly executive summary
e. Manage and attend all key Irish shows and congresses
• National Ploughing Championship
• Balmoral Show
• NI Winter Fair
• Mill Street Dairy Event etc..
f. Ensure efficient reporting
• Ensure PSM’s provide detailed weekly reports
• Submit monthly report summary to DD
• Ensure that INSM is prepared for monthly planning and review meeting
• Ensure that INSM submits monthly forward planning calendar
• Every Monday morning conduct a weekly telephone call with PSM’s
g. Participate positively in the Company management team and actively help to develop the company culture
• Effectively review Company Ireland performance in sales meetings and management meetings
• Share best practice with colleagues
• Ensure PSM and agents are fully coherent with the company planning card
5. OTHER CHALLENGES
The INSM must be flexible and accept to take on responsibilities that are not detailed in this job description. As a result, the INSM may need to work anti-social hours as appropriate.
The job requires the INSM to possess a positive mental attitude.
Other challenges will include
a. Develop efficient recruitment and agent training programme
b. Efficiently capture customer and competitor information from the field
c. Encourage “commitment to targets” culture
6. KNOWLEDGE, EXPERIENCE AND SKILLS TO UNDERTAKE THE ROLE
AT A FULLY ACCEPTABLE LEVEL
a. Knowledge
• Good understanding of concept selling (super premium products)
• Excellent understanding of personnel management
• Good understanding of customer service and care
• Sound grasp and acceptance of current company policies/procedures
b. Experience
• Proven man management skills in a sales-driven environment
• At least two years previous sales management experience – preferably in an environment selling super premium agricultural or nutritional products
c. Skills
• Truly customer-driven
• Excellent inter-personal skills
• Ability to deliver creative and flexible customer solutions
• Ability to lead by example
• Strong communication, both written and verbal
• Good IT knowledge (in particular PowerPoint and Excel)
REMUNERATION:
Competitive
LOCATION:
IRELAND
If you would like more information about our agricultural recruitment consultancy or if you would like a confidential discussion about our agricultural vacancies please contact our agricultural recruitment consultant, John Davies:
Unless otherwise stated for internationally based roles ALL APPLICANTS MUST HAVE A VALID UK WORK PERMIT AT THE TIME OF REGISTRATION WITH US, and, unless otherwise stated, all vacancies require experience gained in working within the agricultural or related sectors of the UK.
Tel: 01531 635 620
Mobile: 07980 859953
Email: johndavies@delacyexecutive.co.uk
De Lacy Executive Ltd, 3A High Street, Chapel Alley, Ledbury, Herefordshire, HR8 1DS.
Office hours: Landline 9.00am - 6.00pm, Mobile 8:00am - 8:00pm
