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JOB DESCRIPTION

EXECUTIVE SUMMARY

As a regional sales manager within FB Solution, you will be assigned an existing sales team (4 headcounts including 1 pastry Chef) and customer portfolio (various food service and retail channels).

You will be in charge of driving your team and taking upon yourself business development initiatives in order to achieve the budget assigned to your region.

FB Solution strategy is mainly focusing on direct distribution (selling to end-users), especially in the cities where we’re carrying inventory. However, you might choose to develop sub-distributor accounts in second tiers cities, in order to accelerate sales and business development.

You will be highly expected to bring new KA clients in, like restaurant or coffee/bakery/pastry-shop chains.

A large part of your monthly bonus will be based on the sales performance you’ll manage for your team to achieve (turnover/margin/distribution/penetration).

Location: The position is based in Beijing (Chaoyang district), and your sales territory includes Beijing, Tianjin, Hebei, Liaoning, Heilongjiang, Inner Mongolia, Xinjiang, Shandong, Shanxi and Shaanxi provinces.

KEY-MISSIONS

§ Hire, train, coach the North China Sales team (4 direct reporting sales manager/supervisor/executive/pastry Chef)

§ Increasing your active customers basis and developing penetration within the existing accounts handled by your team (5* hotels properties and chain corporate offices, Coffee/pastry-shop chains, VIP Clubs, Exhibition centers, Corporate/Event/Airlines catering, individual restaurants and fast casual/casual-dining to QSR chains, OEM factories and offline/online retailers, etc.)

§ Bringing in new key-accounts and develop within your team new skills and relationships so FB Solution could become a major player in supplies to all Western social-dining and bakery/coffee shops chains concepts.

§ Developing and maintaining proficient relationships with current key-accounts

§ Tactically optimize your distribution network within your sales territory, recruiting sub-distributors in order to increase faster your coverage targeting new places or channels.

§ You also might suggest and be put in charge to open new sales office in the most attractive cities of your territory.

§ Monitor your team’s weekly activities and report about it.

§ Insist on field work, “cold-visits” and paying attention to the environment (searching in advance the new developing commercial areas in order to maximize the acquiring of new sales leads.

§ Multiply the occurrence of product-tastings with actual clients and new leads, emphasizing on the presentation excellence (promoting premium food products implies to use the same codes as for the luxury industries).

§ Use all support our suppliers can provide, like technical tools or existing local team efforts/time/abilities/network in order to maximize new sales opportunities and increase the confidence of our exclusive suppliers.

§ Co-organize with MKG dept promotional and networking events in your area (F&Breakfast on a quarterly basis; in-store customer support workshops, Hotel-chains cluster seminars, F&B community events, festivals, etc.).

§ Provide weekly reporting to National sales manager about your activities and team performance.

§ Provide monthly solid sales forecast in order to improve inventory management and maximize sales opportunities.

§ Develop New Concepts and Ideas that can create more awareness of FB Solution and the brands we represent.

§ Implementing and following sales strategy (price policy, timely promotions, portfolio activation, etc.).

§ Gathering market intelligence: competitors (brands and importers/distributors) and customers’ information.

§ Support other regional sales managers or departments for special projects when needed such as participation on tradeshows like Bakery China).

§ Coordinate, communicate wisely and behave on good faith with all other departments of the company (OP/HR/Finance/MKG/other FB branches), and especially along with suppliers’ counterparts.

§ Travel frequently over your sales territory to be in reasonably close proximity of your sub-distributors and key-accounts.

職位描述：

執(zhí)行摘要： 作為FB Solution的區(qū)域銷售經(jīng)理，您將負(fù)責(zé)一個(gè)現(xiàn)有的銷售團(tuán)隊(duì)（包括4名 銷售經(jīng)理/主管/執(zhí)行官和1名烘焙師）和客戶投資組合（各種食品服務(wù)和零售渠道）。 您將負(fù)責(zé)帶領(lǐng)您的團(tuán)隊(duì)并承擔(dān)業(yè)務(wù)發(fā)展計(jì)劃，以實(shí)現(xiàn)分配給您所在地區(qū)的預(yù)算。 FB Solution的策略主要側(cè)重于直接分銷（向最終用戶銷售），特別是在我們持有庫(kù)存的城市。然而，您也可以選擇在二線城市開(kāi)發(fā)分銷商賬戶，以加速銷售和業(yè)務(wù)發(fā)展。 您將被高度期望引入新的KA客戶，如餐廳或咖啡/面包/糕點(diǎn)連鎖店。 您的每月獎(jiǎng)金的很大一部分將基于您管理的團(tuán)隊(duì)實(shí)現(xiàn)的銷售業(yè)績(jī)（營(yíng)業(yè)額/利潤(rùn)率/分銷/滲透率）。 地點(diǎn)：該職位位于北京（朝陽(yáng)區(qū)），您的銷售區(qū)域包括北京、天津、河北、遼寧、黑龍江、內(nèi)蒙古、新疆、山東、山西和陜西等省份。

關(guān)鍵任務(wù)：

• 招聘、培訓(xùn)、指導(dǎo)華北銷售團(tuán)隊(duì)（4名直接報(bào)告的銷售經(jīng)理/主管/執(zhí)行官/糕點(diǎn)師）
• 增加活躍客戶基礎(chǔ)，并在您的團(tuán)隊(duì)處理的現(xiàn)有賬戶中發(fā)展?jié)B透率（5星級(jí)酒店物業(yè)和連鎖企業(yè)辦公室、咖啡/糕點(diǎn)連鎖店、貴賓俱樂(lè)部、展覽中心、企業(yè)/活動(dòng)/航空公司餐飲、個(gè)人餐廳和快餐/休閑餐廳到QSR連鎖店、OEM工廠和線下/線上零售商等）
• 引入新的重點(diǎn)客戶，并在您的團(tuán)隊(duì)中培養(yǎng)新技能和關(guān)系，使FB Solution成為所有西方社交餐飲和面包/咖啡店連鎖概念的主要供應(yīng)商。
• 與現(xiàn)有重點(diǎn)客戶建立和發(fā)展熟練的關(guān)系

• 從策略上優(yōu)化銷售區(qū)域內(nèi)的分銷網(wǎng)絡(luò)，招募次級(jí)分銷商，以更快地?cái)U(kuò)大針對(duì)新地點(diǎn)或渠道的覆蓋面。

• 你也可以建議并負(fù)責(zé)在你所在地區(qū)最有吸引力的城市開(kāi)設(shè)新的銷售辦事處。
  

• 監(jiān)控你的團(tuán)隊(duì)的每周活動(dòng)，并報(bào)告相關(guān)情況。
  

• 堅(jiān)持實(shí)地工作、“實(shí)地考察”和關(guān)注環(huán)境（提前尋找新的發(fā)展中的商業(yè)區(qū)，以便最大限度地獲得新的銷售線索）。
  

• 通過(guò)實(shí)際客戶和新線索增加產(chǎn)品品嘗的次數(shù)，強(qiáng)調(diào)展示的卓越性（推廣優(yōu)質(zhì)食品意味著使用與奢侈品行業(yè)相同的代碼）。
  

• 利用我們的供應(yīng)商所能提供的一切支持，如技術(shù)工具或現(xiàn)有的本地團(tuán)隊(duì)努力/時(shí)間/能力/網(wǎng)絡(luò)，以最大限度地增加新的銷售機(jī)會(huì)，并增強(qiáng)我們獨(dú)家供應(yīng)商的信心。
  

• 與MKG部門共同組織你所在地區(qū)的推廣和網(wǎng)絡(luò)活動(dòng)（每季度一次的餐飲和早餐；店內(nèi)客戶支持研討會(huì)、連鎖酒店集群研討會(huì)、餐飲社區(qū)活動(dòng)、節(jié)日活動(dòng)等。）

• 每周向全國(guó)銷售經(jīng)理匯報(bào)你的活動(dòng)和團(tuán)隊(duì)表現(xiàn)。
  

• 提供每月可靠的銷售預(yù)測(cè)，以改善庫(kù)存管理并最大限度地增加銷售機(jī)會(huì)。
  

• 開(kāi)發(fā)新的概念和想法，以提高FB解決方案和我們所代表的品牌的知名度。
  

• 實(shí)施和遵循銷售策略（價(jià)格政策、及時(shí)促銷、組合激活等）。

• 收集市場(chǎng)情報(bào)：競(jìng)爭(zhēng)對(duì)手（品牌和進(jìn)口商/分銷商）和客戶信息。
  

• 在需要時(shí)支持其他區(qū)域銷售經(jīng)理或部門的特殊項(xiàng)目，例如參加像Bakery China這樣的貿(mào)易展。
  

• 與公司所有其他部門（OP/HR/Finance/MKG/其他FB分支機(jī)構(gòu)），尤其是與供應(yīng)商的對(duì)應(yīng)方進(jìn)行協(xié)調(diào)、明智地溝通并誠(chéng)信行事。