MAIN PURPOSE:

Strengthen the relation between BIC and his local distributor
Study the current route to market of our distributor to identify points to improve. Be proactive in setting up improvements.
Work in close partnership with the distributor to set up yearly plans (Sales & Marketing)
Set up of Distributor objectives in partnership with your manager
Develop and support the distributor
Motivate and Keep Focus Distributor’s team on our products & try and support local sales team

Main Responsibilities / Tasks

Prospect for potential new clients and turn this into increased business.
Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
Meet potential clients by growing, maintaining, and leveraging our network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and company’s practice leaders/Principals.
Plan approaches and pitches.
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
Participate in pricing the solution/service.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client.
Pricing: RSP vs. competition/ RSP Consistency between the BIC products (range)/ RSP of promo packs vs. standard packs
Merchandising: Point of Sales product visibility/Respect of Merchandising guidelines, POSM/In store location (check out for lighters)/….
BIC Assortment: Make sure the defined assortment per channel is applied/respected
Competition: Perform a competitive watch (Prices/New products/Promotions)
Sales Force tools: Make sure the agreed tools with the distributor are well in action and present a professional image of our brand (Leaflet, Point of Sales material, Vans,….)
Stock & Warehouse: Closely monitor our products and POSM stock within Distributor premise vs. other brands in distributor portfolio
Reporting: Trip reports following your market visits across the country/ Monitoring of sales (IMS) & Marketing actions / Regular update of the shipment plan (according to BIC calendar)/ Price structure / Follow up on Marketing plan (BDF, …)/Follow up on payment status/ Follow up on Counter fighting
Champion the execution of BIC values in the country Client Retention
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.

Qualifications

Minimum 5-7 years of experience in sales and marketing within FMCG
Business Degree
Fluent in English & Knowledge of local languages
Travel within the country required