Retail 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 within the defined SPT customers in Iberia, and to improve the Royal Canin brand image, mental availability and prescription rate under an omnichannel context.
Retail customers need to be managed through a focused and specialized team that consistently delivers NSV growth under the SRM framework and leverages on trade marketing plans and perfect store guidelines to drive customer relationships and achieve business objectives.
This position priority is to develop clients potential and support sales to implement the designed strategy under a category-first mindset and an omnichannel market perspective, At the same time of collaborating with PP peers, as many players are selling all ranges of products. Must consider the Customer Service team as a critical business partner to perform the position.
Landing in an always evolving and transforming market and company. This position needs to embrace and help push process improvement, digital adaptation and cultural evolution.
THE JOB
The PSR Sales Rep, with the support of the PSR Area Sales Manager, implements the operating plan of the PSR Pillar within the assigned customer portfolio to achieve our short-term objectives and our OGSM long-term 2030 ambition.
The job holder delivers sales growth and achieves qualitative and quantitative objectives (i.e., market share, active customer acquisition, customer loyalty) for the retail customers in the assigned direct areas, ensuring the highest profitability and perfect execution under full alignment with the PSR Pillar strategy and compliance with the European Royal Canin framework.
Collaborates in Cross-Pillar strategy and secures the implementation of a seamless experience for pet owners through the execution of RC strategy at Iberia retail customers, ensuring full coordination with internal stakeholders (specifically Customer Service, Pet Professional channel, Scientific Training Teams, Trade Mkt, and Supply Chain).
Key Responsibilities
* Responsible for the promotion and distribution of the PSR range of products in stores in the geographical area considered, through traditional direct distribution, under a category-first mindset.
* Accountable to achieve the sales objectives, in terms of Net Sales Value (NSV), volume, and profitability, for the determined customers of the channel.
* Strengthen Customer Leadership and ensure that appropriate yearly agreements aligned with Royal Canin strategy and procedures are negotiated with retail customers, building the Health through Nutrition RC vision.
* Develop the sales strategy, trade conditions execution under the SRM frame and its further development.
* Improve the Royal Canin availability, perfect execution, image and prescription rate in stores, operating CRM tools to report customer information for further analysis and action plans.
* In coordination with the PSR Mkt Team and the Area Sales Manager, implement business strategies in order to meet NSV, sell out and profitability targets, deploy the Royal Canin (RC) Category Vision and secure a perfect execution of the Brand.
* Create and develop sales opportunities 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 SPT-R community.
* Implement the training plan for each customer, securing the technical and sales training contents and participants: staff in-store, store managers, product and technical topics, market information, launches.
* Execute corporate promotional plans for each customer (calendar, periodic promotional goals, volumes, Display materials, A&P resources) as well as permanent merchandising materials
* Implement and develop the Perfect Store Project, with continuous follow-up.
* Assure the maximum level of interaction between stakeholders for each customer, enabling mutual trust and collaboration: Merchandisers, Customer Service, Supply, Trade Mkt, Pet Profesional, etc, internally and for the customer.
What are we looking for?
1. Business Administration / Marketing / Commerce / Sales studies.
2. Comprehensive understanding of the specialized petcare trade is valued.
3. 5+ years' experience in field sales or Key