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Opportunity Details

Field Sales Manager

Posted: 2017-10-03
Spain, Madrid
About the role:
At the heart of our dynamic global growth is a simple belief: nothing should come between incredibly talented people and an accelerated career.

That’s why we dream big. Why we look to the future, not the past. Why we value talent over title. And why we hire people that can be better than ourselves.

At AB InBev you’ll join a driven team that shares your desire to grow, your courage to challenge and commitment to act. In return, we’ll reward your achievements.

The opportunity is here. Make it yours!

Field Sales Manager

About the role
  • Manage and coordinates efficiently the external merchandisers agency in order to increase sales rate, visibility and distribution of our brands.
  • Monitor and implement the activies planned by trade marketing and sales, improve sell-out KPI's (Secondary displays, Shelfshare, out of stocks and distribution)
  • Review monthly performance of merchandisers and take measures to correct or improve it.
  • Develop our business in terms of visibility and profitability using all the opportunities offered by the market and by the POC's.
  • Regular travels throughout Spain (Mainland, Baleares island and Canarias island)
Main Accountabilities

Field Sales Management
  • Manage external field sales agency (Tender, Budget, Monthly KPI's, etc,...). Activate and scale-up ABI’s defined off-trade levers in the field. Implement defined POC call strategy. Regularly review POC base and adjust to changing market requirements.
  • Ensure the correct implementation of the Commercial strategy in the off Trade Channel stores: Promotional plan, avoid out of stocks, negotiate additional displays, improve facings and negotiate local agreements. Manage and control budget for agency fees and free beer. Develop guidelines and training documents to improve execution of merchandisers.
Coordination between all ABI departments (KAM, Trade Marketing, Marketing, Tech Sales) and Field team (merchandisers)
  • Translate promotional activities into work instructions for field team.
  • Implement and Control  standard activations developed  by TM and agreed by NAM/KAM with Retailers. Regular collaboration with KAM and Trade Marketing teams.
  • Define an agreed way to improve customer results
Analysis and Definition
  • Analyse market information available in field area to ensure business understanding. Implement and structure way to gather and analyse most important KPI's. Build up and monitor POC universe to visit per merchandiser.
  • Actively participate, supporting the KAM team, in the definition of the Off Trade Channel Accounts Strategy in terms of field execution.
  • Identify new business opportunities and work together with Tech Sales to develop an optimal POC segmentation.
Information Management
  • Manage reporting activities of external agency
  • Develop and improve reports
  • Generate and analyse reports for weekly review meetings (external and internal)
  • Communicate the right information & liaise with other departments to assure processes and information is properly managed
  • Guanrantee the agreed service level by daily/weekly audits to ensure KPI achievement and perfect exectution. Daily picture check, weekly field visits, etc.
About the candidate:
Qualification, experience and skills

  • University degree in Business Administration or similar
  • Minimum 2 years’ experience in sales area in Off Trade Channel.
  • Technical skills.
  • Computer Skills.
  • Extensive Market Knowledge.
  • Strong analytical skills
  • Analitical and Microsoft Office tools Knowledge and main market indicators (Nielsen)
  • Off trade market Knowledge
  • Great interpersonal and communication skills: building relationships, ability to listen, communicate and express views to all clients across multi sectors and different levels of seniority.
  • Teamwork.
  • Analytical skills: management of information, analysis and problem solving. Ability to identify and act upon opportunities to increase client accounts.
  • Managing and Motivational skills.
  • Customer Service Orientation.
  • Leadership.
  • Organizations skills: planning, preparation, follow up. High liability.
  • Highly self-motivated and conscientious.
  • Problem solving abilities.
  • Flexibility.
  • Adaptability.
  • High reliability, integrity.
  • Strong results orientated.
  • Capacity to learn in and stress resistant
  • Perfectly fluent spoken and written Spanish
  • English fluent
About the Company

We are AB InBev.   Committed to driving growth that leads to better living for more people, in more places.  Through brands and experiences that bring people together.  Through our dedication to brewing the best beer with the best ingredients.  And through our commitment to helping farmers, retailers, entrepreneurs and communities grow.   We are building a company to last. Not just for a decade, but for the next 100 years. Through our brands and our investment in communities, we will bring more people together, making our company an integral part of our consumers’ lives for generations to come.
Our brewing heritage dates back more than 600 years, spanning continents and generations. From our European roots at the Den Hoorn brewery in Leuven, Belgium; to the pioneering spirit of the Anheuser & Co brewery in St. Louis, US;  and  the creation of the Castle Brewery in South Africa during the Johannesburg gold rush. Now, with operations in over 50 countries, and our brands sold in over 100, we are truly a world leader, and our diverse portfolio of well over 400 beer brands includes global brands Budweiser®, Corona® and Stella Artois®.