Sales Manager GRS Nordics

The Sales Manager is responsible for managing accounts in the distribution and direct sales channel, for the acquisition of new accounts and for increasing wallet share with top distributors and converters in the Region. The Sales Manager implements the sales strategy and delivers the targets defined in the AOP, with strategic and developmental accounts.

The Sales Manager is responsible for obtaining specifications for the use of Avery materials for projects by targeting brand owners, designers and governmental bodies.

The Sales Manager focuses on sales growth, profitability and market share gains in the assigned area, for the assigned product lines and brands.

Key Work Activities:
1. Sell Graphics Solutions to Graphics Distribution/ Direct accounts/ Strategic converters
2. Prepare and execute Sales call (sell products, sell services, sell contracts, sell price changes, sell new products)
3. Develop Joint Business planning with strategic and qualified accounts.
4. Identify and grow developmental accounts
5. Define and execute annual written plans for strategic and developmental accounts, including needed resources, incentives, training and marcom.
6. Generate SWOT analysis for strategic accounts.
7. Perform quarterly reviews with strategic and other qualified accounts.
8. Understand deviations from plans and implement corrective actions.
9. Cooperate with Customer Service to solve operational issues.
10. Develop business with key end-users.
11. Develop business thru 3rd parties (e.g. designers, brand owners, advertising agencies, government) by specifying Avery Splutions.
12. Identify, qualify and follow-up of leads for projects and specifications
13. Identification of DMU of identified projects. Networking and influencing
14. Process ownership for the specification process
15. Create project offer incl. warranty and support
16. Co ordinate project team around projects
17. Update Project Pipeline (Salesforce.com) with project and spec information
18. Monitor actions and behavior of competition

Linked to/Connected with:
1. Sales Management (Sales Director; Sales Area Manager)
2. Project DMU:s/ Customers
3. Sales analyst
4. Internal Sales/ Customer Service
5. Distribution FSR
6. Spec Manager
7. Customer Care (Complaints)
8. Technical Support
9. Product and Segment Management
10. Communication
11. Finance
12. Legal
13. Technical Support

Behaviours:
1. Commercial skills
2. Negotiation skills
3. Entrepreneur breaking through barriers
4. Financial acumen
5. Business acumen
6. Ability to work independently and be a team player at the same time
7. Ability to link with Customers Senior Management
8. Problem solving
9. Open personality
10. Disciplined and reliable in executing company processes
11. Languages: English other languages are a plus
12. Computer literate
13. Project Management skills
14. Negotiation skills
15. Networking and influencing capabilities

Key Decisions Owned:
1. Market coverage in assigned territory and channels.
2. Customer bonus according to guidelines.
3. Local Marketing spending according to budget.
4. Key event calendar / business planning with Distributors.
5. Pricing strategy between channels, including guidelines to Customer Service for indent business.
6. Project Selection
7. Proposition offering (incl decisions on price, service, logistics)
8. Sales Channel decisions

Required Languages:
1. English
2. One or more of the following: Swedish, Danish, Norwegian or Finnish