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Danone · 11 hours ago

Senior National Sales Manager, Metabolics & Ketogenics

White Plains, NY

Full-time

Hybrid

Mid, Senior Level

$125K/yr - $158K/yr

5+ years exp

Danone is a purpose-driven company and an industry leader in the food and beverage category. The Senior National Sales Manager, Metabolics & Ketogenics will be responsible for leading the sales strategy and execution for the Metabolics & Ketogenic businesses, driving sales growth and managing a team of Territory Managers.

Consumer GoodsDairyFood and BeverageFood ProcessingHealth Care

Responsibilities

Responsible for developing the Sales strategy for the Metabolics & Ketogenics category and leading the Sales Team to achieve the goals

Lead the development of Sales strategy during the AOP process, including projections and strategic recommendations about the current and future Sales structure and execution of the categories

Develop and implement Sales strategic objectives for Metabolics and Ketogenics to achieve revenue goals, including sales growth, trading profit, and margin mix

Responsible for managing the overall operating and expense budget for the Metabolics & Ketogenics sales division

Maintain a critical understanding of the competitive landscape and lead responses to external and internal stimuli, including those originating from the market and competition

Work closely with the VP Commercial and BU Director of Metabolics & Ketogenics to ensure that sales, marketing, and medical plans and activities align with overall BU objectives

Develop and align with VP Commercial an Annual Business Plan for each Region

Implement and monitor account segmentation in each region

Professionalize the sales force by developing and implementing comprehensive sales strategy to build a High Performing Commercial Organization

Implement and monitor team performance against company objectives

Manage sales performance by monitoring Territory Manager's KPIs (weekly, monthly, quarterly)

Provide ongoing feedback to Territory Managers regarding performance, utilizing field coaching reports and weekly one-on-one calls

Conduct bi-annual performance reviews with the Territory

Works with Supply Chain and Finance in the GPS process to ensure accurate monthly forecasting and risk/opportunity projection

Create, implement, and publish monthly business scorecards for specific projects using a tracking system to monitor performance vs. results as required

In collaboration with Supply Chain & Finance, communicate forecast updates, maintain overall category A&P and SF budgets, develop appropriate follow-up processes, and manage and monitor category expenses against budget on an ongoing basis

Facilitate monthly budget review, purchase process, and expense submissions

Create, lead, coach, and develop a team of sales professionals

Lead, organize, resource, manage, coach, and develop the sales team so that they are well equipped for current and future business challenges and contribute to optimizing business results

Develop an annual performance plan for each subordinate

Conduct Performance Development Reviews for each direct report

Lead recruiting and selection efforts for new sales representatives in the region as necessary

Provides feedback on performance metrics and Key Performance Indicators to territory managers and the VP of Sales

Completes and submits Expense Reports and approves Expense Reports for territory managers as outlined in the T&E policy

Manages sample requests and other budget items monthly

Participates in sales management and other home office meetings via teleconference or in person

Provides feedback to Marketing, BU Director, and other functions on sales progress, trends, opportunities, and issues. Communicates and collaborates frequently with Sr. Brand Manager on critical initiatives and campaigns to provide field insights

Qualification

Sales strategy developmentSales management experiencePediatric pharmaceutical salesAnalytical skillsMicrosoft Office proficiencyLeadership skillsCoaching skillsBudget managementNetworking skillsInterpersonal skillsCommunication skills