European Segment Lead

Purpose

and Values in all external and internal actions and activities aligned with the business.  Lead the development and execution of strategic customer business (Account) plans to drive QSR segment growth and profitability.  Achieve planned revenue, operating profit, working capital and related objectives.  Ability to plan and manage at the strategic and tactical levels.  Leads and aligns with the regional management team to communicate strategy, forecast and margin improvement, resource needs, and client communication.  Using Sales tools (CRM), manage the sales process, which includes overall sales financial management, Sales training, Account plan development/execution, segment performance measurement and management.  Develop and maintain global solid account customer relationships by being involved through top-level contact with current and potential new customers.  Support in the organisation and strategic management of solutions aligned with complex sales presentations, proposals, RFPs, contracts and negotiations.  Ensure internal alignment within Europe on the Segment Sales strategy. Ensure execution by securing required resources and focus and by providing guidance and training to the internal commercial teams needed to achieve the objectives set forward.  Create current and future business success focused on: Business performance, measured in top-line Gross Sales, Volume, CMand GM Future business performance can be assessed by monitoring the relevant CRM pipeline. Actively identify and address risks and opportunities vs the sales objectives.  Optimise customer/product portfolio based on the recommendation of Product Management & Commercial Insights, delivering specific targets on Retention, Penetration, Acquisition and Innovation as defined within segment strategies. Driving the execution and commercialisation of new value propositions and innovations. Act as co-owner of innovation projects and commercially responsible for the successful launch of Innovation projects in the segment  Troubleshooting and identifying execution & competency gaps and, developing Value-based selling tools and competencies within the sales organisation, sharing best practices and growing the commercial sales capability within the segment.  Liaison and coordination with the Global Segment Leaders and active participation in Global segment initiatives Evaluate product and service marketability in terms of customers’ needs. Monitor and evaluate the activities and products of the competition.  Manages administrative/operational effectiveness functions, including S&OP, information requests, regulatory requests, legal requests, BORs, competitive intelligence, results tracking and analysis, pipeline management and sales reports.

Requirements

Master’s degree, preferably in a commercial or marketing discipline. Typically, this position would require a minimum of 10 years’ experience in a similar sales role. In-depth knowledge of the food industry, the segment and the market characteristics and trends Fluency in English. Additional EU languages would be valuable. A proactive mindset. You can work independently and as a part of a team. Strong verbal and written communication skills. Excellent analytical, interpersonal and organisational skills. Computer skills: Microsoft Office, CRM, ERP system. Strong commercial acumen, ability to successfully negotiate and influence without authority. Highly organised with the ability to effectively manage time and workload. Passion for food with no protein-related food allergies or dietary restrictions. Ability to build strong relationships across functions, hierarchies and cultures. Innovative mindset, driving and championing new ways of working. Driving license and ability to travel regularly.

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