Export Manager

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About us Nature, nurture and wisdom
We believe nature holds the key to our emotional and physical wellness, providing gentle yet effective remedies. At Nelsons, we harness these powerful ingredients and infuse them with centuries' worth of expertise to offer traditional treatments for a modern world.
We're an award winning, family-owned business, whose passion for providing natural healthcare choices since 1860 continues to drive us today. Nelsons is one of the UK's leading and Europe's longest established manufacturer of natural healthcare products, having built up an impressive portfolio including the world-famous RESCUE Remedy and Teetha
What's next? Growth, and lots of it! We're experiencing a significant and exciting period of digital transformation and we're looking for talented, ambitious individuals to help drive meaningful impact across the business.
The role
You will be responsible for the management of the distributors in designated regions with the primary objective to grow sustainable and profitable sales year on year by understanding market dynamics, aligning distributor strategy to Nelsons strategy, challenging, motivating and developing our distributors to Nelsons way of working.
What you'll be doing...
Implement the commercial strategy for Nelsons RoW Region by working with the Head of Export (HoE)
Deliver joint business plans for designated major developed markets built on substantiated assumptions
Deliver high performing marketing campaigns that will meet with brand objectives and return on investment target
Identify other key countries initiatives within the designated region, that will grow sales above and beyond budget committed
Recommend adaptation to the strategy to further grow Nelsons sales and profit in dedicated territory
Expand into countries (registration permitting) so long as the country meets with business strategic directions and criteria for expansion in terms of sales potential, profit target and resource investment (Executive Leadership Team approved business case).
Formulation of strategy and budget, ensuring the strategy is pre-approved by the HoE.
Work closely with Group functions to secure effective and successful implementation of key fundamentals growth drivers.
Learn from successful initiatives in other business regions and rollout within your territory where relevant and possible
Accurate forecast delivery and budget planning
Populate sales forecast ahead of the Integrated Business Planning (IBP) meeting and system upload
Ensure that the forecast phasing is accurate delivering an 80% accurate SKU by month budget for the full 12 months and 90% accurate by SKU and month for the next 90 days
Ensure that orders are received within lead-times
Communicate of any risks and opportunities immediately and channel the information through the relevant communication channel
Work with marketing manager and financial controller to secure that any investment is recorded accurately and approved by the Head of Export
Work with the Financial Controller, Demand Planner and Head of Export to deliver an accurate sales budget with corresponding marketing spends by country
Ensure the budget fully approved by the Head of Export and ELT.
Work with marketing manager and financial controller to secure that any investment is recorded accurately
Directly Manage selected countries, ensuring best practice is followed by all parties
Current countries will give a mix of "investment" markets, large and small regional distributors, with an opportunity for geographical expertise
Negotiate head of terms and put in place the distributor agreement using Nelsons contract template
Work with the Distributor score card to assess Business partner capabilities and continuous improvement
Deliver the Nelsons P&L attached to the business plan over the duration of the contract
Recommend and work with the local country to meet/outperform budgets and plans
Ensure sales and stock reports, purchase forecasts, exchange rate policies and marketing plans are updated on a regular basis either in line with RoW processes or contractual agreements
Recommend revisions to the strategy to outperform with full agreement from the Head of Export
Ensure Nelsons best practice templates for distributor management are followed and properly updated and maintained.
Ensure all best practice templates are used, these include:
• Business planning• Price Structure• Purchase forecast• Distributor order form• Sales and stock reports
Check that the distributors are completing their reports in line with the agreed time frame
Recommend improvements to the best practice templates and implement after sign off by the Head of Export
Rest of World Marketing involvement
Work with the RoW Marketing Manager to develop a set of marketing initiatives that deliver YoY sales growth, in line or above the EM strategic plan
Deliver marketing plans that grow user share through targeted initiatives
Ensure all marketing initiatives are post audited to measure performance and return of investment
Annually agree on a set of core initiatives with Marketing Manager
Ensure these initiatives are planned, captured in the local marketing plans and implemented
Advise and recommend ad hoc marketing initiatives to grow countries
Work with the RoW Marketing Manager on the marketing catalogue for distributors
Product supply organisation, quality and regulatory
Work with Nelsons Product Supply to ensure each distributor completes the necessary documentation to be set up and have shipments made with no/ minimum disruption.
Attend the monthly Supply Chain Organisation and RoW meeting to review all at risk orders and agree a mutual solution
Ensure change controls are routed through Quality
Work with the Regulatory Officer on any regulatory documentation for your countries and act as an intermediate link between internal regulatory support functions and external distribution partner;
Keep up to date with the RoW Regulatory Team on all EM regulatory submissions and challenge distributors when their information is inaccurate.
Immediately bring to the attention of the GM, Marketing Manager and Regulatory Team any regulatory issues that impact budget or serious regulatory concerns that could impact sales and profit
Administration
Distributor contracts - Review Nelsons distributor agreements regularly and manage renewals, extensions, or termination in a timely manner.
Trademarks - Ensure the necessary Trademarks are in place in each territory working with Nelsons RoW Marketing Manager, and legal.
Market Research - Work with the RoW Marketing Manager to conduct Market Research in a local territory in collaboration with distributors to ensure it meets local and global requirements/ standards;
People skills
Challenge and negotiate with distributors using either combative or collaboration techniques as necessary to make the point or achieve the preferred outcome
Challenge and negotiate with distributors and internally with NPD/Marketing team on new opportunities and key initiatives to deliver above budget
Actively grow the Nelsons people network within UK HQ and also with remaining direct markets in FR, DE, US to increase knowledge base of working practices and internal influence
Present to distributors and directly & indirectly assist in the development of commercial plans in a collaborative manner
Person Specification
Education / Qualifications• Ideally educated to degree level
Skills and Experience• Experience working in a Sales role within either a FMCG company or medicinal category• Proven track record of delivering and ove-exceeding sales targets• Experience managing distributors including, developing, negotiating, terminating, and transitioning difficult distributors• Experience developing strategies and initiatives designed to deliver sales growth• Strong negotiation skills• Deadline driven and thrives in high pressure environment• A foreign language fluency is preferable but not essential
Behaviours• Sales orientated• Strong negotiator• Deadline driven• Excellent communicator• Strategic thinker• Problem solver• Strong marketing knowledge both creative and execution-ally• Financially astute and fully P&L conversant• Highly organised• Attention for detail whilst maintaining sight of the big picture• Excellent presenter• Team player• Self-motivator• Can do attitude
Requirements
What you'll bring to the role...
Experience working in a Sales role within either a FMCG company or medicinal category
Proven track record of delivering and ove-exceeding sales targets
Experience managing distributors including, developing, negotiating, terminating, and transitioning difficult distributors
Experience developing strategies and initiatives designed to deliver sales growth
Strong negotiation skills
Deadline driven and thrives in high pressure environment
A foreign language fluency is preferable but not essential
Sales orientated
Excellent communicator
Strategic thinker
Problem solver
Strong marketing knowledge both creative and executional
Financially astute and fully P&L conversant
Highly organised
Attention for detail whilst maintaining sight of the big picture
Excellent presenter
Team player
Self-motivator
Can do attitude
Benefits
Annual bonus
25 days holiday per year plus Bank Hols PLUS Christmas shut down - whoop!
Free products and staff discounts to keep you healthy and happy
3pm Friday finishes ALL YEAR ROUND (if you have done your work, obvs!)
Hybrid and flexible working
Paid days off to volunteer for some awesome charities
Cycle to work scheme, free, weekly yoga class, regular socials plus all your standard stuff such as pensions, eye test vouchers and season ticket loans. We can tell you all about what is available to you when you start!
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