REGIONAL SALES MANAGER

Asahi Breweries Europe Group is a leading brewing company with 128 years of heritage, offering premium brands like Pilsner Urquell and Asahi Super Dry across CEE.

Ursus Breweries is the largest beer producer in Romania. The brands in the Ursus Breweries portfolio are: URSUS, Timișoreana, Ciucaș, Peroni Nastro Azzurro, Kozel, Azuga, Pilsner Urquell, Asahi Super Dry. Ursus Breweries currently owns 3 breweries in Brasov, Buzau and Timisoara and a mini-brewery in Cluj-Napoca. Ursus Breweries is part of Asahi Europe & International. For more information about the company and its programs, please visit: www.ursus-breweries.ro and www.desprealcool.ro.

Ursus is made with people, and we care about our people!

Role Overview:

• To develop and to achieve company’s objectives in the allocated territory (portfolio mix and profitability, volumes, market share, sales, RTM strategy, market execution, people performance)
• Ensure business profitability in the allocated area through effective revenue management & CFC control
• Ensures territorial objectives are achieved through the effective allocation and management of resources and people
• Takes informed decisions based on all available data develops and implements regional sales strategies and identifies business opportunities
• Actively calls on key accounts and assists sales force where appropriate.

Responsibilities:

• Establish sell-in targets per DTR in cooperation with Demand Planning
• Decide corrective actions in case of deviations
• Establish sell-out targets per DTR in cooperation with Distributor KAM
• Decide corrective actions in case of deviations
• Negotiate DTRs' own support in TMKTG to deliver sell-out targets and facilitate access to UB specialized resources (regional trade marketing team)
• Annual JBP development:
• Own the JBP for each DTR in his/her assigned territory
• Negotiate and obtain DTR agreement on the JBP
• JBP monthly monitoring:
• Conduct monthly JBP assessment for each DTR in his/her assigned territory
• Decide corrective actions in case of deviations
• JBP quarterly adjustment:
• Perform quarterly targets review for each DTR
• Negotiate and obtain DTR agreement on the JBP adjustments
• Provide input for PF revisions conducted by Finance (e.g. volumes projections)
• Build projection of the year-end profit estimated at completion at the end of each quarter
• Sponsor DTR development projects
• Decide corrective actions to maintain optimum stock levels at DTR,
• Sponsor Census process execution and Universe update
• Sponsor Universe update process execution
• Decide corrective actions to ensure adequate market coverage
• Manage financial risk in relation with DTR using Distributor KAM and Credit Control support
• Read and interpret credit reports
• DTR Portfolio Revenue Management:
• Provide input for the RTM HO for the DTR portfolio optimization opportunities
• Act as a trusted business partner for DTR relevant management
• Deliver active management support for DTR business -> if required
• Facilitate DTR access to UB know-how resources
• Coach the ATMs in his/her assigned territory (excellent market execution, business development, etc.)
• Provide active input in developing RTM strategy
• Implement RTM strategy in the allocated territory as developed in HO
• Implement Sales strategy in the allocated territory as developed in HO
• Actively investigate business development opportunities such as new partners
• Actively collects market and competitive insights
• Provides input and insights to relevant Head-Office teams and departments
• Support the preparation of individual development plans
• Conduct effective Performance Management process

Requirements:

• University degree (preferably in Economics)
• Foreign languages: English – minimum requirement proficiency level advance would be an advantage                         
• PC knowledge: Computer literacy                                 
• Driver’s license: clean, categ. B 
• At least 5 years’ experience in Sales and min. 3 years’ experience in management positions
• Very good understanding of the FMCG Market
• Familiar with different types of distribution models (experience in working with multiple distributors would be a plus)

What we offer:

• Working for the Beer Industry Leader, where the passion for what we do, the friendships we develop and the growth opportunities we have are the main ingredients of our success.
• Comprehensive Medical Subscription: Health coverage to keep you in good shape.
• Life Insurance: Peace of mind with a secure life insurance plan.
• Bonus for special events: Additional incentives for special life events.
• Annual Bonus Scheme: Reward for your contributions with an engaging bonus program.
• Access to Benefit Platform: A wide range of perks that you can tailor flexibly to your needs.
• Extensive Training & Development: Grow your skills with various training sessions and development programs.
• Wellbeing programs: Access to an Employee Assistance Program.
• Monthly beer quota.
• Company car.

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Ursus Breweries, part of Asahi Europe and International, we believe you can SHINE AS YOU ARE - no matter your age, gender, gender expression, race, ethnicity, sexual orientation, disabilities, religion, beliefs, citizenship, or national origin.  We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.