Area manager / key account manager

Working closely with Field Sales Manager and Trade Marketing Manager to:
• Define from scratches Italian sales structure to grow and consolidate the business after the launch in Italy (Jan 2019);

• Build channel, retailer and geographical segmentation to drive prioritization and resources allocation;

• Set execution standards, sales process, selling stories and customer visit path. Support and training through shadowing days to help sales reps and area sales managers in the adoption of these standards;

• Define and execute monthly target setting process for the variable compensation of field sales team.

Working with the Italy Air Care Marketing Manager as responsible for net sales and market share results of the category in Italy:

• Definition of the go to market strategy for Glade 2019-2021 brand relaunch including price positioning, volume pipeline, distribution and promo plan;

• Strict collaboration with sales team to build and present 2019-2020 customer plans (15 key customers visited to present the plan);

• Local implementation of global partnership with Walt Disney for Glade winter 2018 limited rang: biggest limited edition ever for Italy home fragrance market (3,5M € 
turnover).

Acting as function spokesperson in Italy, reporting to South Europe Tech Sales Manager:

• Development and implementation of new sales process;

• Local management of international projects with the objective of increasing sales team efficiency and maximizing sales effectiveness;

• One-month assignment in India to lead reporting and target monitoring process transition to Global Service Center;

• Analysis of all AB-InBev sell-out data (volume, price, distribution, promo pressure, competitive

• intelligence) and definition of links with sell-in and point of sales data aiming to identify performance gaps and opportunities and recommend possible solutions.

• Negotiation of floor and shelf spaces and research of new opportunities to maximize product visibility and boost sell-out volumes;

• Cooperation with key account managers, trade marketing and support team, to perfect execute the in store promotional plan.