Sales Representative
In order to achieve our goal of serving more pets from our OGSM, the role of the position is to consolidate Royal Canin on the map as the reference in Health Nutrition in the Canary Islands area, and to improve the brand image, mental availability and prescription rate under an omnichannel context.
SPT, VET & PRO customers in indirect areas need to be managed through a focused and specialized team that consistently delivers brand execution, secures our recommendation model and achieves NSV, volume, profitability and market share growth through a network of distributors. It is necessary to leverage on trade marketing plans, perfect store/clinic/pro guidelines and category vision to drive customer relationship and achieve the business objectives.
This position priority is to develop clients’ potential within the 3 Pillars and boost the distributor sales to implement the designed strategy. He/She needs to collaborate closely with the Indirect Sales Manager to deploy business priorities, and must consider Trade Marketing and Customer Service teams as critical business partners to perform the position.
THE JOB
The X-Pillar Indirect Distribution Sales Rep in the Canary islands, with the support of the VET South Area Sales Manager, implements the operating plan of the abovementioned pillars within the Canary Islands area in order to reach our short-term objectives and our OGSM long-term 2030 ambition.
The job holder develops the brand and its premium ranges in the assigned area, through a network of independent distributors, assuring the highest profitability and perfect execution under full alignment with each pillar strategy and compliance with the European Royal Canin framework and recommendation model. Delivers indirect sales growth, accelerates active customers acquisition and secures customers loyalty & engagement with the brand, developing Royal Canin market share in the assigned area.
Deploys the strategy of each pillar ( PRO, SPT, VET) and secures the implementation of a seamless experience for pet owners through the execution of RC strategy at Iberia retail customers, vet clinics, breeders & shelters, ensuring full coordination with internal stakeholders.
Key Responsibilities
Responsible for the promotion and distribution of the RC ranges of product in petshops, vet clinics, breeders & shelters, through the distributors of the geographical area considered.
Improve the Royal Canin physical availability, perfect execution, image and prescription rate in the different end customers of the defined area, operating CRM tools (Resco) to report customer information for further analysis and action plans.
In coordination with the Area Sales Managers and Trade Mkt teams, implement business strategies in order to increase brand penetration, maximize sell out and secure the recommendation model, deploying the Royal Canin Category Vision and a perfect execution of the Brand.
Create and develop sales opportunities for the Distributors to increase Royal Canin penetration, with both existing and potential new clients, leveraging on thorough business planning, providing valuable information and insights on a regular basis to the Distributor and the RC ASM.
Provide support and advice to the sales force of the Distributors in relation to special negotiations, communication, prescription tools and / or loyalty and launch of new products, in order to strengthen customer leadership and ensure that appropriate agreements and procedures are aligned with Royal Canin strategy and procedures are negotiated with all customers, building the Health through Nutrition RC vision.
Secure the best image of the brand through the Sales Teams of the distributors and RC Merchandising, placing the merchandising materials in the customer, ensuring its correct use and the right management of the brand assets.
Implement the training plan for the distributor’s sales teams and for each customer, securing the technical and sales training contents and participants: staff in-store, store managers, veterinarians, breeders, on product and technical topics, nutrition, market information, launches…
Execute an Activation Plan in each Distributor, together with the Distributor's Sales Manager and deployed through the distributors' sales teams, and monitor the achievement of the objectives defined for each Pillar.
Implement each Pillar promotional plans (dossier) for each customer (calendar, periodic promotional goals, volumes, Display materials, A&P resources) as well as permanent merchandising materials.
Assure the maximum level of interaction between stakeholders for each customer, enabling mutual trust and collaboration, internally (Customer Service, Supply, Trade Mkt tems, ASM, Merchandisers, etc), and also with the distributor.
What are we looking for?
Business Administration / Vet degree / Health science degree / Marketing / Commerce / Sales studies
Comprehensive understanding of the specialized petcare trade is valued
2+ years’ experience in field sales in FMCG / Nutrition / Health / Specialized Trade
Fluency in Spanish, both written and spoken
Upper intermediate level of English
IT literate: Microsoft Office user, CRM tools (tablet, Resco, Salesforce…)
Residency: Gran Canaria
What can you expect from Mars?
Work with diverse and talented Associates, all guided by the Five Principles.
Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
Best-in-class learning and development support from day one, including access to our in-house Mars University.
An industry competitive salary and benefits package, including company bonus.
Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.