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Country Sales Manager China/ Taiwan
- Global Leading coffee company newly joined China market
- China sales head role with great potential and regional opportunities
About Our Client
Lavazza, established in Turin, Italy in 1895, has been owned by the family of the same name for four generations. The world's seventh ranking coffee roaster, today Lavazza is the retail market leader in Italy with a market share by value of over 47% (source Nielsen), 2700 employees and sales of 1,340 mio euros (2013). The company has six production sites, four in Italy and two abroad, and operates through associated companies and distributors in more than 90 countries. Lavazza exports 46% of its production today. Lavazza credits itself with inventing the concept of blending, "the art of combining different types of coffee from different geographical areas", in its early years and claims this as a distinctive feature of all its products. The company also has 25 years experience in the production and sale of portioned coffee systems. Today, through ongoing partnerships with an international network of universities and scientific research centers, Lavazza operates four platforms in this segment. In 1979 the company established the "Luigi Lavazza Center for coffee research" which is "devoted to the study of espresso" and has evolved into the Lavazza Training Center, a network of over 50 coffee schools worldwide, where 30 thousand people receive training each year.
Among the activities promoted by the Lavazza Foundation, established in 2002, is the Tierra project which, in partnership with the Rainforest Alliance, performs research into achieving the "finest end product quality", with a focus on the living conditions of people in coffee producing countries.
Lavazza is the official coffee in the Italian Pavilion at the Expo 2015 in Milan.
This role manages for Lavazza, important countries with complicated and difficult to manage trade, these factors create a working environment requiring strong communication with trade marketing as the distributors are strong in negotiation with Lavazza and the role needs both a senior leadership element along with a very hands on approach.
The core function of this role is to develop and implement strategies, through building sales competencies with the distributors, in order to achieve distribution, consumer price, quality, visibility and display budgets in all market segments, as agreed with Lavazza management. The strategies are delivered through direct management of a local distributor and a direct working relationship with the Lavazza Sales and Marketing departments.
One Lavazza Way - to develop, plan, implement and measure to achieve the budgeted product in store distribution, consumer price, quality, visibility and display within all channels within the markets. This is achieved through developing sales competencies within the distributor sales structure and closely managing the day-to-day activities acting as trainer, consultant and "policeman" of the full implementation of the One Lavazza Way sales model.
Sales forecasting - On a weekly basis monitor market trends, weekly distributor activity plans and the supply chain situation to present and updated weekly sales to trade (sell Out) forecast to the PAC department, strictly ensuring the agreed level of SOH is achieved without over stocks or out of stocks.
Day to day prime contact for distributor - Developing and maintaining a working relationship with the distributor and having their respect and trust to ensure a close and influential relationship within all levels of the distributor's team. Furthermore using this relationship to closely manage all sales activities and brand activities within the trade.
Influencing - Day to day influencing with the distributor for all required activities and investment into the Lavazza business, bringing in other key people within Lavazza - if needed - to complete negotiations.
Financial Budgets - Working closely with the sales team and/or the distributors to ensure that all financial budgets agreed by Lavazza are spend within the confirmed budgets limits for market returns, travel expenses, personal expenses and any other expenses agreed to be spend on an occasion by occasion basis and are all spent within the Lavazza guidelines whether written or verbally communicated.
Distributor margin and trade spend management - Through close monitoring of all elements of the price list from Lavazza to the distributor, distributor to wholesalers, and distributor to retailers/customers/consumers, ensure that the consumer is paying the consumer price agreed with Lavazza marketing. Further to this in managing the retailer margins, work closely with the distributor to ensure that all trade spend monies invested in the trade are done in a fair and transparent way, maximizing return on invest for Lavazza and strictly staying within the Lavazza trade philosophy and that all Sales activation standards are achieved within the agreed trade spend % of sales. Likewise ensure that the value chain for FS and OCS distributors, including all the commercial and financial elements of the trade relationship (machines, maintenance, POS material, etc) maximises the return of investment for Lavazza, achieving at the same time the maximum level of visibility for the brand.
Communication - To inform Lavazza on a regular basis about all relevant activity in the market by the distributor, competitors, retailers or country Authorities. Also to communicate to the distributor all relevant information from Lavazza to assist them in the sales planning activities.
The Successful Applicant
*Experience in FMCG industry HORECA, Modern Trade and traditional trade channel experience.
*A highly motivated self-starter who can work by him or herself
*A good communicator who can take the team with them on a journey of change and growth in a fast-moving environment, who has experience of change management.
*A clear, confident and authoritative communicator who knows how to manage the challenges of leading a business-like culture in a professional body where many stakeholders play a role
*A positive, flexible can-do attitude in a fast-growing and changing environment.
What's on Offer
Your commitment and passion to drive innovation will be rewarded with a highly lucrative remuneration package. Operating within a dynamic environment, you will enjoy functioning within a role which offers the opportunity to broaden your skill set and develop your capabilities together with excellent local and global career prospects.