Sales Director (m/f/d) Retail Germany

JDE Peet’s is the world's leading pure-play coffee and tea company, serving approximately 4,100 cups of coffee or tea per second. JDE Peet's unleashes the possibilities of coffee and tea in more than 100 markets with a portfolio of over 50 brands including L’OR, Peet’s, Jacobs, Senseo, Tassimo, Douwe Egberts, Old Town, Super, Pickwick and Moccona. In 2023, JDE Peet’s generated total sales of EUR 8.2 billion and employed a global workforce of more than 21,000 employees.

Sales Director (f|m|d) Retail

Purpose of the Position

The Local Sales Director Retail holds responsibility for revenue generation, translating and implementing the global sales strategy at a local level to attain short and long-term sales objectives in pertinent countries. This role oversees the development and execution of new account and sales plans, ensuring alignment with the overall group's sales volume and profitability targets. Leading the local sales team, key responsibilities encompass sales and account management, trade marketing, and overseeing e-commerce channels where applicable.

Key Responsibilities

• Ensuring the achievement of local sales targets established by the principal or headquarters.
• Directing a sales team of 6 direct reports and overseeing a total team of approximately 100 individuals.
• Leading and developing the KAM, Shopper Marketing, E-Commerce, Field Force, Sales & Analytics teams.
• Executing pricing strategies, promotional pricing, and trade margins within specified guidelines and pricing bandwidths. Pricing bandwidths are not applicable for non-principal countries.
• Implementing centrally defined sales and customer strategies and segmentation in local markets.
• Assisting International Key Account Management in developing account plans for designated International Key Accounts.
• Defining account planning, prioritizing initiatives, and negotiation approaches for local key accounts, while monitoring progress on account plans.
• Negotiating and contracting with all local accounts, including trade allowances and other contractual conditions, within central guidelines and pricing bandwidths. No pricing bandwidth applies to non-principal countries.
• Defining and monitoring trade spend per customer, providing forecasting information on pricing and trade spend to the central organization, and highlighting exceptions while proactively seeking central management for deals outside defined bandwidths.
• Contributing to shopper insights and strategy, promotion guidelines, POS display standards, and implementing trade marketing strategies toward customers. Planning and developing local promotions and evaluating promotion effectiveness.
• Providing input to the Annual Operating Plan (AOP) process

Experience and Professional Qualifications

• Masters degree, MBA preferred
• 10 years experience in the FMCG industry
• Senior sales experience
• Proven track record in the management of a sales team
• Ability to manage a changing workload in a dynamic deadline-driven changing environment
• Demonstrates drive, confidence and risk taking
• Experience in working in a complex corporate structure
• Proven ability to anticipate needs and initiate action
• Experience working internationally

Skills and competencies required for the role

• Clarity: Simplifying complexity and delivering clear, consistent messages.
• Entrepreneurial Mindset: Managing the business with ownership and partnership mentality.
• Responsibility: Taking initiative and rallying others towards shared goals.
• Diligence: Ensuring operational and financial excellence through disciplined practices.
• Unity: Fostering cohesion and collaboration to strengthen collective impact.

For further question please reach out to Sigurd Keck and Elena Floto at Korn Ferry

Contact: +49 170 3822076

SE# 510662366