The Territory Sales Manager combines commercial skills with the right insights and facts & figures to come to the best commercial solutions. He will always looking for opportunities for growth and will motivate team members, is open to feedback from others and creates a positive vibe within the team
Insights: exhibits curiosity about consumers / shoppers, customers needs and motivations and how their beliefs and behaviors impact brand / category performance.
Trade strategy: has an awareness of customers, market & competitor trends, recognizes the impact of these on the business. Understands brand and commercial goals and refers to them in the targeting of sales driver activities. Understands how their individual actions impact on the delivery of the trade strategy
Commercial planning: understands rationale behind all activity & is able to translate it into a compelling selling story.
Managing relationships: Understands customers’ measures & decision-making and uses this to build compelling fact based propositions. Is able to translate customer propositions into persuasive selling framework and using it to overcome customer objections.
Sales drivers: can articulate the relevance of each sales driver to customers. Undertakes and implements activities based on knowledge of “what works”, begins to search & spin. Conducts sales driver check at outlet level, ensuring compliance against operating standards & the Diageo marketing code.