• EU Sales Manager

    Location UK-Aylesbury
    Posted Date 6 days ago(5/14/2018 6:54 AM)
    Job ID
    7786
    # Positions
    1
    Category
    Sales
  • Posting Summary

    Purpose of Job:

    To drive profitable EU sales growth across fine art, OPG, retail and e-tail channels

     

    Principal Accountabilities and Key Tasks:

    • To work successfully with appointed EU Distributors to grow sales in the art and crafts channels.
    • To work together with EU Distributors to develop annual sales and marketing plans to grow sales and profit to meet and exceed KPIs in EU markets.
    • To work closely with Acco European sales and marketing teams to identify and develop Derwent listings in new channels of distribution e.g. OPG, retail, e-tail, bookstores, department stores etc.
    • Strategically manage key EU accounts.
    • To suggest and drive potential opportunities for new business development within EU retail and new channels e.g. museums, garden centres etc.
    • To proactively work with the marketing department on account plans, promotional calendar and NPD launches
    • To contribute data to marketing gate review processes for NPD evaluation purposes.
    • To suggest ideas for NPD in a collaborative manner with the marketing Department and to solicit customer feedback on new product and branding proposals.
    • To effectively manage and ensure annual price increases are enforced.
    • To attend trade shows and demonstrations such as Creativeworld, and annual meetings as and when required, both demonstrating and merchandising products.
    • To supply weekly and monthly customer forecasts and market intelligence.
    • To share market intelligence and information with marketing and other sales colleagues.
    • Work with colleagues to ensure the successful and timely placement of new products with EU customers.
    • Within territory provide a call frequency rate that is commensurate with the level of business.
    • To negotiate terms of everyday and promotional business to maximize Derwent’s ROI, margins and working capital.
    • To prepare monthly sales reports, including sales variance explanations and recovery plans, and contribute to Derwent quarterly sales and marketing and Derwent leadership team and quarterly business review meetings (QBR).
    • To monitor, to communicate and to implement activities that reduce the impact of competitor actions.
    • To regularly feedback opportunities for sales growth e.g. new products, promos etc. to the wider Derwent team, particularly marketing.
    • To assist with inventory management and OSMI clearance programs when required

    Additional requirements:

    • To develop very positive and collaborative internal relationships with the marketing team
    • To comply with all relevant health and safety standards
    • To complete corporate training and audit requests in a timely manner.
    • To be able to operate within a matrix structure.
    • To comply with all relevant laws and company policies.

    Posting Qualifications

    Qualifications

    • Undergraduate degree in Business Management or Marketing or equivalent experience required; M.B.A would be an advantage.
    • Proficiency in French, German, Dutch or Italian a benefit.
    • 5+ years’ experience in sales / international account management preferably within the fine art or related market.
    • Up to 30% travel required.
    • Proven record of opening new accounts/developing new business across different channels.
    • Excellent negotiating skills
    • Strategic Planning and Execution
    • Excellent communication and presentation skills
    • Ability to work under pressure
    • Ability to work autonomously as well as in a team

    Company Overview

    The Cumberland Pencil Company, better known for its brand name Derwent, is an important division of  Acco Brands Europe and is a leading manufacturer of fine art pencils, and distributes these and other fine art materials across the UK, and over 85 countries worldwide.

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