Head of Sales

Job Description

Company Introduction

Our client is a leading Maltese producer of alcoholic beverages.

Job Responsibilities and Duties

• Develop and implement comprehensive sales strategies and tactics, both online and offline, including sales forecasting, setting objectives, and goal setting;
• Analyse sales data to drive growth and market share, while taking partial responsibility for profit and loss;
• Plan and maintain sales territories and routes;
• Oversee HR recruitment, succession planning, training, and coaching for all sales personnel;
• Collaborate with Directors to establish remuneration plans for sales personnel, including salary structures, commission plans, and sales bonuses;
• Conduct performance appraisals for Sales Representatives, Area Sales Managers, Merchandisers, and Promoters in coordination with the Directors;
• Develop and approve quarterly incentive schemes for Sales Managers and Sales Representatives;
• Develop and approve weekly and monthly incentive schemes for Sales Representatives;
• Implement offers and promotions to manage sales volumes, product mix, and pricing;
• Prepare pricing, promotion, and product placement plans;
• Develop and maintain a strong pipeline of new customers;
• Supervise and assist in managing frees, discounts, grants, contributions, returns, and damaged goods;
• Assist in preparing an annual promotional calendar to support strategic selling;
• Participate in new product development and marketing activities when required;
• Aid in public and press relations, fostering strong relationships with key opinion leaders and relevant stakeholders;
• Streamline and ensure effective communication with customers;
• Share responsibility for resolving customer complaints;
• Represent the company as its wine ambassador in trade events, functions and occasionally take part in trade shows abroad.

Experience

• Possess a University degree;
• Previous experience in a sales role;
• Previous experience in management positions within the FMCG sector will be highly considered;
• Be fluent in English and prefferably Maltese.

Personal Skills

• Have leadership skills;
• Have excellent communication skills;
• Be a team pleayer.