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Commercial Manager - Distributor

Date: Jan 30, 2019

Location: London, NYK, GB

Company: Glanbia

Role: Commercial Manager Russia & Region [Estonia, Latvia, Lithuania, Belarus, Ukraine, Moldova, Georgia]

Reports to: Commercial Director - Route to Market


Principal Accountabilities

  • Drive distribution of Glanbia brands in Russia and surrounding markets.
  • Deliver net sales, contribution margin & distribution targets against agreed KPI’s and within trade spend budget
  • Develop & implement annual strategy plans for all countries in the region
  • Implement customer Joint Business Plans and activity / execution plans for all countries in the region, in line with corporate guidelines & parameters.
  • Build strong customer relationships within the wider Russian region that result in partnership opportunities which drive sales, market share and profit, working collaboratively with GPN’s distributor partners in the region.
  • Explore opportunities to expand GPN brand presence in the region, proactively bring forward well thought through business plans for approval to achieve / exceed KPIs
  • Work collaboratively and proactively with internal teams (Finance, Marketing, Customer marketing, Customer Service, Supply Chain) to ensure strategies/in market activities are executed to the highest standards
  • Input and feedback in to New Product Development for Russian region
  • Manage trade investment budgets related to Russian region
  • Provide on-going market intelligence on competitor activities, pricing and new product launches
  • Work to achieve Global New Product Introduction targets across the Russian region
  • Work effectively with supply chain/ demand planning to ensure accurate forecasts for region to ensure timely flow of product to the markets


Key Challenges & Success Measures

  • Can work effectively in a fast paced, dynamic, high growth environment
  • Can effectively navigate complexity and ambiguity
  • Learns quickly/adapt insights based on new learning’s
  • Collaborates across key internal and external stakeholders
  • Focuses on sustainable profitable business building
  • Understands the importance of category insights and category management conceptual selling
  • Communicates and influences effectively
  • Customizes strategies to connect with customers in local markets


Success Measures

  • Achievement of Country Performance Metrics – Net sales, Trade Spend and Contribution Margin.
  • Achievement of channel expansion strategies
  • Quality of market insight data and reporting skills
  • NPD value share


Skills, Know How and Experience

  • Minimum 5+ years’ experience in international business development/account management
  • Ability to work on own initiative as well as being strong team player
  • Strong influencing and communication skills
  • Proven ability to negotiate and influence sales agreements with existing/new customers and distributors
  • Strategic and analytical thinker with the ability to provide market insights
  • Demonstrate ability in decision making processes
  • Proven and consistent track record of meeting and exceeding sales targets in a growth business
  • High energy, high creativity but ability to work through the basics too
  • Passion for sport with previous experience of Sports Nutrition category being an advantage