Regional and KA sales manager - North China 华北区销售经理 进口食品餐饮渠道

JOB DESCRIPTION
EXECUTIVE SUMMARY
As a regional sales manager within FB Solution, you will be assigned an existing sales team (4 headcounts including 1 pastry Chef) and customer portfolio (various food service and retail channels).
You will be in charge of driving your team and taking upon yourself business development initiatives in order to achieve the budget assigned to your region.
FB Solution strategy is mainly focusing on direct distribution (selling to end-users), especially in the cities where we’re carrying inventory. However, you might choose to develop sub-distributor accounts in second tiers cities, in order to accelerate sales and business development.
You will be highly expected to bring new KA clients in, like restaurant or coffee/bakery/pastry-shop chains.
A large part of your monthly bonus will be based on the sales performance you’ll manage for your team to achieve (turnover/margin/distribution/penetration).
Location: The position is based in Beijing (Chaoyang district), and your sales territory includes Beijing, Tianjin, Hebei, Liaoning, Heilongjiang, Inner Mongolia, Xinjiang, Shandong, Shanxi and Shaanxi provinces.

KEY-MISSIONS
§ Hire, train, coach the North China Sales team (4 direct reporting sales manager/supervisor/executive/pastry Chef)
§ Increasing your active customers basis and developing penetration within the existing accounts handled by your team (5* hotels properties and chain corporate offices, Coffee/pastry-shop chains, VIP Clubs, Exhibition centers, Corporate/Event/Airlines catering, individual restaurants and fast casual/casual-dining to QSR chains, OEM factories and offline/online retailers, etc.)
§ Bringing in new key-accounts and develop within your team new skills and relationships so FB Solution could become a major player in supplies to all Western social-dining and bakery/coffee shops chains concepts.
§ Developing and maintaining proficient relationships with current key-accounts
§ Tactically optimize your distribution network within your sales territory, recruiting sub-distributors in order to increase faster your coverage targeting new places or channels.
§ You also might suggest and be put in charge to open new sales office in the most attractive cities of your territory.
§ Monitor your team’s weekly activities and report about it.
§ Insist on field work, “cold-visits” and paying attention to the environment (searching in advance the new developing commercial areas in order to maximize the acquiring of new sales leads.
§ Multiply the occurrence of product-tastings with actual clients and new leads, emphasizing on the presentation excellence (promoting premium food products implies to use the same codes as for the luxury industries).
§ Use all support our suppliers can provide, like technical tools or existing local team efforts/time/abilities/network in order to maximize new sales opportunities and increase the confidence of our exclusive suppliers.
§ Co-organize with MKG dept promotional and networking events in your area (F&Breakfast on a quarterly basis; in-store customer support workshops, Hotel-chains cluster seminars, F&B community events, festivals, etc.).
§ Provide weekly reporting to National sales manager about your activities and team performance.
§ Provide monthly solid sales forecast in order to improve inventory management and maximize sales opportunities.
§ Develop New Concepts and Ideas that can create more awareness of FB Solution and the brands we represent.
§ Implementing and following sales strategy (price policy, timely promotions, portfolio activation, etc.).
§ Gathering market intelligence: competitors (brands and importers/distributors) and customers’ information.
§ Support other regional sales managers or departments for special projects when needed such as participation on tradeshows like Bakery China).
§ Coordinate, communicate wisely and behave on good faith with all other departments of the company (OP/HR/Finance/MKG/other FB branches), and especially along with suppliers’ counterparts.
§ Travel frequently over your sales territory to be in reasonably close proximity of your sub-distributors and key-accounts.
职位描述：
执行摘要： 作为FB Solution的区域销售经理，您将负责一个现有的销售团队（包括4名 销售经理/主管/执行官和1名烘焙师）和客户投资组合（各种食品服务和零售渠道）。 您将负责带领您的团队并承担业务发展计划，以实现分配给您所在地区的预算。 FB Solution的策略主要侧重于直接分销（向最终用户销售），特别是在我们持有库存的城市。然而，您也可以选择在二线城市开发分销商账户，以加速销售和业务发展。 您将被高度期望引入新的KA客户，如餐厅或咖啡/面包/糕点连锁店。 您的每月奖金的很大一部分将基于您管理的团队实现的销售业绩（营业额/利润率/分销/渗透率）。 地点：该职位位于北京（朝阳区），您的销售区域包括北京、天津、河北、辽宁、黑龙江、内蒙古、新疆、山东、山西和陕西等省份。
关键任务：

• 招聘、培训、指导华北销售团队（4名直接报告的销售经理/主管/执行官/糕点师）
• 增加活跃客户基础，并在您的团队处理的现有账户中发展渗透率（5星级酒店物业和连锁企业办公室、咖啡/糕点连锁店、贵宾俱乐部、展览中心、企业/活动/航空公司餐饮、个人餐厅和快餐/休闲餐厅到QSR连锁店、OEM工厂和线下/线上零售商等）
• 引入新的重点客户，并在您的团队中培养新技能和关系，使FB Solution成为所有西方社交餐饮和面包/咖啡店连锁概念的主要供应商。
• 与现有重点客户建立和发展熟练的关系
• 从策略上优化销售区域内的分销网络，招募次级分销商，以更快地扩大针对新地点或渠道的覆盖面。
  
• 你也可以建议并负责在你所在地区最有吸引力的城市开设新的销售办事处。
  
• 监控你的团队的每周活动，并报告相关情况。
  
• 坚持实地工作、“实地考察”和关注环境（提前寻找新的发展中的商业区，以便最大限度地获得新的销售线索）。
  
• 通过实际客户和新线索增加产品品尝的次数，强调展示的卓越性（推广优质食品意味着使用与奢侈品行业相同的代码）。
  
• 利用我们的供应商所能提供的一切支持，如技术工具或现有的本地团队努力/时间/能力/网络，以最大限度地增加新的销售机会，并增强我们独家供应商的信心。
  
• 与MKG部门共同组织你所在地区的推广和网络活动（每季度一次的餐饮和早餐；店内客户支持研讨会、连锁酒店集群研讨会、餐饮社区活动、节日活动等。）
  
• 每周向全国销售经理汇报你的活动和团队表现。
  
• 提供每月可靠的销售预测，以改善库存管理并最大限度地增加销售机会。
  
• 开发新的概念和想法，以提高FB解决方案和我们所代表的品牌的知名度。
  
• 实施和遵循销售策略（价格政策、及时促销、组合激活等）。
  
• 收集市场情报：竞争对手（品牌和进口商/分销商）和客户信息。
  
• 在需要时支持其他区域销售经理或部门的特殊项目，例如参加像Bakery China这样的贸易展。
  
• 与公司所有其他部门（OP/HR/Finance/MKG/其他FB分支机构），尤其是与供应商的对应方进行协调、明智地沟通并诚信行事。