Head of Sales

A local, well-established client of ours operating within the FMCG industry is searching for a Head of Sales to join their team. Reporting to the Directors, the chosen candidate will lead a team of Area Sales Managers, Sales Representatives, Merchandisers and Promoters, and actively contribute to the achievement of sales objectives and targets, whilst developing and deploying the sales force in line with strategic goals.

Responsibilities:

• Sales forecasting, developing (online and offline) sales strategy and tactics, establishing sales objectives and goal setting.
• Analyse sales to achieve and manage growth and market share, whilst taking partial responsibility for profit and loss.
• Territory planning and route maintenance.
• H.R. recruitment and succession planning as well as training and coaching for all Sales Force Personnel.
• In coordination with the Directors, establishes remuneration plans for all sales personnel including salary structures, commission plans, sales bonuses.
• In coordination with the Directors, action appraisals of the Sales Representatives, Area Sales Managers, Merchandisers and Promoters; Devise and sanction quarterly Sales Managers’ and Sales Representatives’ Incentive Schemes, and devise and sanction weekly and monthly Sales Representatives’ Incentive Schemes.
• Action offers and promotions to manage sales volumes and the product mix aswell as selling prices.
• Prepare plans for pricing, promotion, and product placement.
• Developing and maintaining a strong pipeline of new customers.
• Supervise and assists in the control of frees, discounts, grants, contributions, returns and damaged goods.
• Assist in preparing an annual promotional calendar to facilitate strategic selling.
• Assist in new product development and marketing activities when solicited.
• Assist in public and press relations; develop and maintain a strong work relationship with key opinion leaders and contacts with other relevant stakeholders.
• Streamline and ensure effective communications with customers.
• Share the responsibility of resolving customer complaints.
• Represent the company as its wine ambassador in trade events, functions and occasionally take part in trade shows abroad.

• Candidates must already be in Malta, with the legal right to work in Malta
• Fluency in English is a must; Maltese is highly preferred
• Strong commercial acumen
• Excellent communication, negotiation and analytical skills

• Qualification in Sales, Marketing, Business or a relevant field
• At least 3 years of local, prior experience in Sales, specifically within the FMCG industry is non-negotiable
• Experience in leading teams is a must

• Quarterly bonus