Sales Director Italy
39 minuti fa
Description DescriptionYour RoleWe are looking for a Sales Director for Italy who will report directly to the General Manager of Italy. This role will be responsible for defining and executing the national sales strategy to deliver sustainable, profitable growth across all channels in the Italian market. The role has full accountability for net sales performance, customer management, commercial execution and team leadership, ensuring strong alignment with Marketing, Finance, HR and Operations. The Sales Director works in close partnership with the Commercial Excellence Director, who acts as a strategic enabler and governance function for Point-of-Sale execution, Revenue Growth Management (RGM) and Category Management. The position represents the senior commercial leader in the country and a key contributor to the overall business strategy.What you will doThe Sales Director Italy is responsible for defining and executing the national sales strategy to deliver sustainable, profitable growth across all channels in the Italian market.The role has full accountability for net sales performance, customer management, commercial execution and team leadership, ensuring strong alignment with Marketing, Finance, HR and Operations.The Sales Director works in close partnership with the Commercial Excellence Director, who acts as a strategic enabler and governance function for Point-of-Sale execution, Revenue Growth Management (RGM) and Category Management.The position represents the senior commercial leader in the country and a key contributor to the overall business strategy.Key Responsibilities 1. Sales Strategy & Business PlanningDefine and implement the national sales strategy for the company’s portfolio in line with local and global business priorities.Translate corporate, brand and category strategies into actionable commercial plans by channel and customer.Lead the annual commercial planning cycle, including: Budget definition, Sales forecast (volume, value and mix), Target setting and phasingEnsure balanced growth across top line, margin and profitability, in collaboration with Finance and Commercial Excellence.Actively contribute to the country leadership team, providing a strong commercial perspective to strategic decisions.2. Customer & Channel ManagementOwn and lead relationships with Key Accounts, buying groups, distributors and concessionari.Lead senior-level negotiations, Joint Business Plans and long-term partnership agreements.Define and approve pricing architecture, promotional strategy and trade terms in close collaboration with Finance and under RGM guidelines.Drive channel strategies across: Modern Trade Traditional Trade Specialized channel Distributors E-commerce Other emerging channelsEnsure consistency and discipline in commercial policies, customer conditions and contractual compliance.3. Commercial Execution & Commercial Excellence InterfacePartner with the Commercial Excellence Director to: Implement Revenue Growth Management principles (price-pack architecture, promo effectiveness, mix optimization). Leverage Category Management insights to support customer selling stories and shelving strategies.Ensure strong adoption of tools, processes and KPIs defined by Commercial Excellence within the Sales organization.Act as business owner of execution outcomes, ensuring sales teams deliver against agreed standards.4. Team Leadership & Talent DevelopmentLead, coach and develop the national Sales organization, including: Chains and Buyinggroups managers Vet Affairs manager Key National
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