The successful incumbent will aim to ensure that in the markets we currently trade, our distributor partners are focused on JDE brands and that they receive the focus required in order to achieve our objectives.
Liaise with Partner owners and Senior Management to communicate our strategy and agree tactical implementation as well as obtaining market and sales information to improve our knowledge of the market and business.
Review new market opportunities as they arise either by pro-actively targeting new markets or responding to unsolicited enquiries that are geographically located in GBD Retail countries.
This position is based in Utrecht, Netherlands.
Some key responsibilities include but are not limited to:
- Executes Business Sales Strategy for defined markets;
- Contributes to the execution of business development in export countries, including negotiating and contracting of distributors, including trade allowances and other contractual conditions, within the constraints of the Business Sales Strategy and bandwidths on pricing, trade allowances and customer selection criteria.
- Negotiates annual objectives and payment terms with the Distributor principle/senior management and is responsible for ensuring prompt payment to terms.
- Executes general pricing, promotional pricing and trade margins within guidelines and pricing bandwidths in order to realize sales vs. AOP targets.
- Carries overall responsibility for the P&L of the Cluster/countries in line with AOP targets;
- Introduces and develops IBP cycle with the distributors ensuring IMS Forecast accuracy is met;
- Ensures JDE products presence and in-store visibility in retail and e-commerce channels in line with objectives and guidelines;
- Contributes to portfolio development, promotional activity planning, trade support and channels/accounts prioritization for JDE products;
- Monitors trade spend, provides forecasting information on pricing and trade spend to the central organization, flags exceptions and pro-actively asks for approval to manage deals outside of the defined bandwidth.
- Provides input to AOP process.
- Cross functional liaison to ensure all relevant functions are aware of key success factors and issues in the assigned markets.
- Collates, interprets and acts on business reports provided by the Business Partner on a monthly, quarterly or annual basis.
If you have the courage and confidence to venture into new cultures & territories, and you're brimming with an entrepreneurial spirit and a drive to succeed, you'll fit right in at JDE.
For this role as a Business Development Manager GBD Retail, we're looking for someone who has the following skills and experience:
Must have:
- At least 5 years in retail sales function of which 2 years exposed to international business.
- In-depth knowledge of Partner Management and how the relationship evolves between the brand owner and partner.
- Excellent negotiation skills and contract management.
- Knowledge of the principles of category management in a retail environment.
- Proficient understanding of a P&L both from an internal management view and external analysis of partner performance.
- Frequent travelling to be present at least 1-2 weeks a month in the countries where JDE has a relationship with local distributors to open or develop further Coffee & Tea business;
- Flexible working hours depending on the business need and subject to the local labour law requirements.
- International Experience.
- Cross border sales and route to market knowledge, and the financial implications of these flows;
- Experience from working in FMCG environment.
You will be required to travel to some of our markets during the year, frequency will depend on the requirements and needs of the business.
At JACOBS DOUWE EGBERTS we are inspired by our belief that it's amazing what can happen over a cup of coffee. We are driven by the vision that everyone deserves the coffee they love. Today our coffee & tea portfolio is available in over 140 countries around the world through iconic household names including: Jacobs, Tassimo, Moccona, Senseo, L'OR, Douwe Egberts, Super, Kenco, Pilao & Gevalia.
What's it like to work at JACOBS DOUWE EGBERTS?
We are proud of our passionate, driven associates that challenge the status quo and pursue mastery in everything they do. Our goal is simple and ambitious - JACOBS DOUWE EGBERTS: A coffee for every cup.
Working with us means you'll be making an impact in a fast-paced, collaborative environment. We work as a team, celebrating success and supporting one another. Our associates work with a diverse group of like-minded people, in an innovative environment committed to doing the right thing - all across the world. What you do here will get noticed.
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