Head of Sales

For our client - a leader in the home appliance industry - we are looking for people for the position of Head of Sales.

Key Areas of Responsibility

- Analyze local market data, trends, competitors and consumer research, as well as distribution channels; based on which:
- Define strategies to increase / expand market shares
- Define and safeguard the implementation of the most efficient distribution strategy for a given product category
- Define trade marketing plans for a given product category across the applicable Customers – track the implementation and ROI of these actions
- Define, execute and manage market introduction plans for entire product portfolio
- Monitor and analyze SKU rotation, distribution coverage and sell-in & sell-out requirements
- Monitor and analyze the dynamics of in-house share development at Customers
- Monitor & analyze the competitiveness/attractiveness of product portfolio (especially core range) in relation to benchmarked products of competition
- Actively participate in the PSI process in cooperation with the Business Line Manager & Demand Planner and provide 3M sales forecasts per SKU

To ensure Organization can achieve the sales and margin targets - prepare / provide input on strategic information, which includes:
- business planning (incl. volume, revenue, margin targets and trade marketing budgets down to customer level)
- definition of product lifecycle and pricing management in cooperation with the relevant Business Line Manager
- review of actual volumes, revenue and margin vs 3M forecast/estimate
- preparation of reports concerning volumes, revenue and margins vs monthly and yearly targets
- management of stock (special focus on excess stock & aging stock), demand planning to ensure that set performance targets are met
- built business plans with Customers to reinforce and achieve the company strategy and targets

Business Performance:

- Prepare price lists, as well as price request calculation to facilitate sell-in & sell-out but bearing in mind maximization of margin
contribute to upgrade and optimization of product portfolio incl. ideas for development of products (e.g. relevant technology, features & design)
- Close cooperation with Marketing, Product Management, After Sales, Operations & Finance Teams in order to facilitate business growth.