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Commercial Director Spain

Date: 23-Oct-2021

Location: SABADELL, B, ES, 08208

Company: McCormick & Company

Commercial Director Spain

Spain, Barcelona

 

In this position you will be taking care of delivering sales growth for accounts that represent significant portion of MKC’s business in Spain and across EMEA. Your main responsibilities include formulation and execution of sales strategies and plans to achieve growth objectives at strategic accounts, negotiations, including pricing discussions, requests for proposals and contracts, and overall performance, growth, and profitability of accounts. Shared responsibility for achieving the EMEA Consumer Division sales growth and profitability and for the development and management of commercial budget and expenses. The role reports to Regional General Manager for aligned markets and provides commercial and leadership experience required to advance to GM-level and potentially leading the Consumer Division in EMEA.

 

Key Responsibilities:

  • Develops the strategic business plan – with input from senior commercial and marketing leadership – to include sales, gross margin, areas of opportunities, and profit objectives to drive profitable sales growth and meet annual and long-term sales growth and profitability goals,
  • Directs strategic and operational sales efforts to win and maintain business with responsibility for key customer accounts, retailers and/or distributor/buying groups,
  • Assist in development of annual budgets and key account/sales team sales targets,
  • Reports performance to budget/forecast regularly (monthly) to senior commercial leadership,
  • Networks and builds relationships across functions and at senior levels internal to McCormick and external at key customers/retailers/distributors to build and strengthen business partnerships and position MKC to materialize and capitalize on sales opportunities,
  • Independently, and with input from key functional colleagues (e.g., Marketing, Finance), develops communications for customer presentations on MKC's role as a valued supplier and partner,
  • Works with sales and marketing teams to execute plans at customer accounts,
  • Identifies and removes barriers for extended sales team to accomplish goals and objectives,
  • Actively monitors account sales opportunities and performance utilizing effective tracking/reporting systems,
  • Tracks and regularly reports sales performance to leadership,
  • Identifies opportunities to drive profitable growth and increase MKC’s market share,
  • Collaborates with and mobilizes resources across functions (marketing, finance, supply chain, etc.) to optimize opportunities, results, and service,
  • On behalf of MKC, serves as primary negotiator with customers on RFPs, category reviews, new/revised contracts, pricing discussions, programs, terms, marketing support activity etc.
  • With the assistance of marketing, facilitates customer sales/marketing opportunities such as trade shows, customer digital marketing and eCommerce initiatives, promotional programs, etc.

 

Required Qualifications:

  • Bachelor’s degree (Business/Sales/Marketing-related field preferred),
  • 10+ years sales experience with 5+ years Senior Sales/Sales Management experience, preferably in the FMCG Food industry,
  • Experience managing critical/strategic accounts to drive sales results,
  • Strong interpersonal/communication/presentation skills required to maintain and build strong industry connections, communicate internally and externally at all levels within MKC and customers' organizations, and work closely with the marketing and finance teams to achieve business objectives,
  • Exceptionally strong negotiation skills and business acumen to critically evaluate opportunities and overcome business challenges, including contract negotiations and pricing discussions,
  • Understands key financial drivers and has developed effective systems to monitor accounts and business performance,
  • Independently forms, leads, and manages project teams to capitalize on business opportunities,
  • Proven track record and experience in developing sales strategies and plans to achieve business goals.

 

 

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