Duties and tasks

Regarding the management, follow-up and development of the client portfolio, he/she is responsible for :

• Setting customer objectives (volume and turnover);
• Prospecting, recruiting and connecting new customers;
• The gap analysis and proposal of action plans and follow-up;
• The study, analysis and categorization of the portfolio;
• Having in-depth knowledge of the activity and evaluation of the customer potential;
• Setting up a customer visit schedule (setting precise objectives for each visit) and reporting on the visits;
• Following up on customer orders and reviewing backlogs with the sales department;
• Taking an interest in account blocking and anticipating requests for waivers;
• Setting up and follow up on provisional supply and delivery schedules (monthly and quarterly schedules);
• Financial management (monitoring of customer accounts and collections through the implementation of cash flow forecasting schedules);
• Participating in collection meetings / the follow up and respect of deadlines;
• Proposing new routes and ensuring their follow-up;
• Measuring customer risks;
• Reporting information and not engaging the company without the agreement of the management.

Regarding the administrative management of customer accounts, he/she will :

• Make sure a customer account is opened, receive the contracts and return them signed to the sales department;
• Minimize the risk of non-payment of customer receivables;
• Control and monitor sales terms (outstanding, cap, due date, RRR);
• FA, to be updated daily (invoice, collection to be lettered with invoice) ;
• Control the outstanding amounts of customers (introduced PO, undelivered PO, invoice);
• Validate monthly the accounts with the Sales Manager;
• Check and validate invoices.

With regard to inventory management and customer complaints, he/she is responsible for :

• The quantitative/qualitative management and follow-up of customer stocks;
• Reading stock with DLC and transmitting to the ADV with mutual discharge;
• Receiving customer complaints;
• Transmitting the signed non-conformity forms to the ADV;
• Following up on the outcome of complaints and informing the customer.

In relation to the supervision, coaching and training of his/her team, he/she will ensure:

• The follow-up and control of the activities of the sales representatives (FDVD) and the substitute sales force in his area;
• The analysis of performances and monitoring of objectives;
• The evaluation of the good mastery of sales techniques by the merchandising team;
• The submission of a plan and the increase in competency.

In terms of developing the visibility of our brands, he/she will:

• Receive RED report, proposal and PA follow-up;
• Take charge of referencing and increasing our share of DN and shelf space;
• Negotiate the strategic locations necessary for the deployment of visibility elements (POS, signs, fridges etc.);
• Set up, control and follow up (in compliance with the RED standards defined by the sales management).

Regarding commercial operations, he/she will :

• Propose, plan and manage field operations specific to his/her area;
• Participate in the development and execution of standard promotional plans.

In terms of logistics management:

• He/she is responsible for the upkeep and maintenance of the vehicle and equipment assigned to him/her.

In terms of reporting, he/she compiles:

• The weekly activity report ;
• The weekly sales analysis report;
• The monthly global report;
• The quarterly/annual report.

In addition, he/she will:

• Carry out any other activity entrusted to him/her within the framework of his/her mission;
• Not to engage the company without the agreement of the management;
• Respect the procedures, directives and deadlines defined.

Desired profile

The candidate’s profile should meet the following requirements:

• 3 years of higher education in commerce, business administration or any other similar field;
• At least 6 years of field experience as a salesperson is required.

Skills

• General marketing knowledge;
• In-depth knowledge of sales and distribution techniques;
• Perfect knowledge of the Kirène Group products;
• Ability to set up business intelligence tools;
• Ability to write reports and have the capacity to analyze them.