Purpose of Job
To be the company expert in and drive profitable sales to Iberian, APAC, Middle East, Africa, and Central & South American markets retail, fine art, OPG (Office Products) and e-tail channels in both new business and existing accounts.
Principal Accountabilities and Key Tasks
Ownership : To be responsible for delivering total sales and margin plans for the region (Iberian, APAC including India, Middle East, Africa, and Central & South America).
Key markets include Spain, Portugal, Turkey, South Africa, UAE, Saudi Arabia, Mexico, Peru, Brazil and Chile.
Influence : To support other channel teams and partners where indirect multi-channel retail opportunities exist, gauging and realising profitable opportunities both directly and indirectly as appropriate.
Planning : Support the Sales Director in building complimentary aligned channel and client business plans.
Collaboration : Directly, and with key client buyers and contacts, build collaborative JBPs (Joint Business Plans), hold quarterly reviews and develop annual and ad-hoc promotional activities to achieve the overall strategic goals, objectives and sales plans.
Forecast : Provide accurate weekly, monthly, quarterly and annual sales forecasts by channel and client, both in $USD revenue and demand inventory formats
Insights : Provide competitor and customer insights in market back to the business, particularly to the wider sales and marketing teams.
Innovate : Provide market feedback on new product opportunities and launch NPD ranges to customers and plug distribution gaps with existing category portfolios.
Teamwork and Execution : In partnership with the Sales Director, regional ACCO teams and Derwent marketing teams, execute sales and marketing plan(s) with designated accounts.
Monitor internal and external service levels and ensure that customer KPIs and MDF plans are met
Growth : Identify and execute solutions where product gaps and opportunities exist within the retailer product portfolios for all existing and new clients.
Monitor, communicate and implement activities that reduce the impact of competitor actions and secure own product listings across retail and online.
Compliance : Ensure compliance with all pricing, international trading and code of ethics practices
Profitability : Liaise with internal teams such as Pricing, Customer service, Finance and Marketing to ensure effective delivery of growth driving initiatives.
Proactively manage rebates to maximise sales performance and margin.
Control : Ensure all markets adhere to the global and regional pricing structures including the enforcement of the internal price management processes.
Deliver the annual price tariffs for each client within your remit.
Travel : The role is UK based with international travel required up to 50% of the time. It is expected that you will be in the office an average 2 days per week with the remainder of time spent working from home and trade with clients and key partners.
Pioneer : To work successfully with the Sales Director to grow sales in the International mass market and fine art retail channels.
Undertake full channel market analysis to understand the market needs and current gaps (gap analysis including consumer proposition, brands, skus and seasonal offerings)Develop and evolve the Derwent Professional Fine Art proposition within existing distribution channels to the Fine Art marketSignificantly and sustainably grow Derwent’s market share by flexing existing and new retailer solutions that meet individual retail group requirements in serving the end consumerEffectively manage promotion, activation and marketing campaigns through each new mass retail client
Evolve : Identify, appoint and manage new channel distributorsOpen new channels of distribution for the Derwent Professional and Derwent Academy portfoliosReview and where required appoint new distributors for the Derwent Professional brand in the Fine Art retail channelIdentify, research and appoint new channel distributors, taking the brand into aligned channels where we know our consumers already shopDevelop and execute annual sales and marketing plans that grow sales and profit to meet and exceed KPIs in each market.
To act as an account developer sharing ideas with the Distributors to grow business with Derwent products.
Experience : Utilising commercial acumenUndertake and own commercial negotiationsCategory manage including retail planogram and category management tool applicationCoordinate customer MDF (Marketing Development Fund) and howit’s invested to maximize ROIDevelop (and implement) promotional calendars in order to maximize Derwent range appeal to both buyers and consumers.
Drive sales and profit sustainably in line with team and company promotional goals. Ensure promotional plans and activities are fully integrated within merchandising and range planning activities.
Provide formal sales forecasts to the business to feed the S&OP process to maintain a high-level of OTIF service to customers and optimised manufacturing planning and efficiencyExecute effective NPD launches to secure and maintain listingsReview performance of distributors on quarterly and annual basis and negotiate terms and remedial action with distributors as appropriate
Influence : Lead and inspire stakeholders (internal and external)Design and execute Product and Sales TrainingProvide market insights and feedback to aid NPD and range refresh initiatives
To develop very positive and collaborative internal relationships with the marketing team
To comply with all relevant health and safety standards
To complete corporate training and audit requests in a timely manner.
To comply with all relevant laws and company policies.
To be able to operate within a matrix structure.
Attend trade shows and events as required including manning Derwent stand at key consumer and trade shows.
Key competencies required include : Ability to work under pressureStrategic Planning and ExecutionAction and results orientedExcellent communication and presentation skillsAbility to work autonomously as well as in a teamExcellent negotiating skillsStrong leadership and interpersonal skillsProject managementOther key competencies required include :
Drive for Results
Action and results oriented
Teamwork and Cooperation
Speed to Market
Fact based selling
Customers, resellers , distributors
Key industry stakeholders
Acco Group Companies, particularly ACCO EUROPE, APAC,LATAM, CAMCA and MEA
Derwent management team and staff
Derwent marketing team
Lillyhall operations management team
Aylesbury and Lillyhall customer service teams
Professional Artists / Brand Ambassadors / In-market Influencers
Undergraduate degree in Business Management or Marketing or equivalent experience required; M.B.A is a plus.
Fluency in Spanish and English are essential. Proficiency in Portuguese would be an advantage.
5+ years’ experience in sales / international account management preferably within a related consumer brand market.
Up to 50% travel required.
Proven record of growing sales by opening new accounts / developing new business across different channels.
Equal Opportunity EmployerACCO Brands is an equal opportunity / affirmative action employer. The Company provides equal employment opportunity to all persons without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
AODAAccommodation for applicants with disabilities will be provided in all parts of the recruiting process as required under the ACCO Brands Canada AODA policy.
Applicants are asked to make their needs known in advance.