SALES

1. SALES Sales Development Manager • ALSO KNOWN AS: • Sales Development Director • Trade Marketing Manager MISSION Developing and coordinating: the implementation of marketing campaigns, the company category management procedure, and merchandising and trade marketing activities. REQUIRED PROFILE • Training: Postgraduate qualification specialising in Marketing, for example Professional Masters or business school • Experience: On-the-ground sales and Marketing: 5 - 8 years (Head of Area – Regional Head of Sales – Head of Brand) MAIN ACTIVITIES • Marketing / Sales Interface • Communicating the marketing message on the field (preparing sales aids, arguments and tools) • Establishing priorities and campaigns for sales cycles • Controlling and monitoring the presence and correct use of sales tools on the field • Translating the marketing discourse into a sales argument for the field • Planning and leading Retail Chain / Marketing meetings (Marketing and Sales Committee; Task Forces) • Piloting activities for sales cycles and developing suitable tools • Monitoring field objectives including numerical distribution objectives • Developing tools to stimulate the team (challenges, etc.) • Helping to develop training for sales teams • Trade Marketing • Developing promotional campaigns • Taking part, with promotion agencies and retail chain marketing departments, in the statistical analysis and evaluation of actions • Turning the brand promotion plan into a trade marketing plan • Where applicable, taking part in Group cross functional procedures through the "Promotion" task force • Category management • Disseminating the category discourse to be presented to retail chains • Implementing partnerships with retail chains in conjunction with Category Management • Validating merchandising recommendations (type of needs, stocks) for the subsidiary • Field training for category presentations • Analysing panels (Nielsen, etc.) to be communicated to the Sales Department • Taking part in the Group's cross functional procedures in liaison with customer groups (Business Reviews, etc.) and Merchandising • Merchandising • Writing specifications for the shelving display • Explaining the merchandising policy to retail chains and carrying it out (as needed) • According to the situation, preparing and leading merchandising task forces (consumers, communications professionals, • merchandising agencies) • Validating linear reports and analysing results (according to the situation: organising linear reports) • Drafting and using Point-of-Sale Advertising • Taking part in Group cross functional procedures: • "Promotion" task forces • Merchandising interface • Working with "customer cells" PROFESSIONAL RELATIONSHIPS • Internal • Sales Department • Marketing (Head of Group – Head of Brand) • Retail chain director • On-the-ground sales director – Regional Head of Sales • Sales TED • Merchandising • Supply chain • External • Promotional Agencies • Retail chain marketing • National and regional retail chain manager Page 1/2

2. Sales Development Manager SKILLS PROFILE KEY SKILLS KNOW-HOW: being capable of... KNOWLEDGE ATTITUDES STRATEGIC ANALYSIS • Analysing the department and the market and drawing up a category and merchandising strategy • Having a short and mid-term strategic vision for the department • Recommending trade and merchandising actions • In-depth knowledge of Mass Retail Distribution • Knowledge of Retail chain strategy • Knowledge of the market • Creativity • Ability to anticipate needs • Capacity for analysis and shrewd judgement • Pro-active PROCESSING INFORMATION • Analysing panels (Nielsen, Secodip, etc.), merchandising survey results and the finding of task forces and translating them into operational language • Competitive watch: analysing the competition, benchmarking, analysing competitors' merchandising and trade marketing strategies Using specific merchandising software • Knowledge of marketing and Trade Marketing • Knowledge of merchandising • Benchmarking techniques • Computing techniques • Adherence to procedure • Methodical • Shrewd judgement • Ability to summarise ORGANISATION • Planning and prioritising actions and field operations (promotional campaigns, etc.) • Designing resources and tools for controlling the implementation of sales agreements for Heads of Areas • Organisational and planning techniques • Thorough • Methodical • Ability to anticipate needs • Reactivity COMMUNICATION • Selling projects internally and externally • Developing arguments • Training field teams in sales methods and tools • Summarising and putting into action the marketing and category presentation • Leading task forces • Communication techniques • Leadership techniques • Sales techniques • Persuasiveness • Oral and written expression • Ability to summarise • Teaching ability • Attentiveness Page 2/2