1. Nestlé Middle East
Part II – Broad Functions
Ensure full penetration for the portfolio of NESTLE for all customers.
Grow the base of customers in the area of operation in the OOH Channel.
Maintain an effective callcycle for all customers (direct & indirect).
Develop & implement an effective channel & customer activity plan.
Part III – Principal Responsibilities
Dealers Coordinator:
Develop OSTA’s / channel plans with the dealers in the respective area & in
alignment with the general OSTA.
Coordinate with the dealers on daily basis to be always aligned with Nestle
news, priorities & strategy.
Coach the sales team of the dealers to upgrade skills and knowledge.
Identify areas of improvement, draft and implement action plans. Business
reviews for dealers & key account achievements to ensure sustainable growth
and take necessary action whenever facing shortage in their turnover
(Consumer promotion, trade deals, activity…).
Field Objectives:
Achieve the monthly target set by NPBM
Identify the needed resources to achieve the yearly and monthly targets by
having a clear focus on priority categories and channels. Achieve line sales
objectives agreed upon with NP Business Manager & on time collection.
Visit the end customer following a route plan to be updated every quarter &
study the universe by channel to increase coverage / penetration.
Monitor the core distribution of key SKU’s.
Communicate stock needs to NPBM to be taken into consideration in the MFR
meetings.
Monitor & communicate the competition, the industry trends & characteristics.
Ensure NP vision, objectives & strategic directions are applied & shared with our
customers
Keep good relationship with other department & ensure full use of internal NIM
services
Keep an up-to-date job description
Establish a written commercial policy with dealers
Prepare & update a monthly callcycle for all existing customers
Prepare a complete account profile for the top 5 key accounts
Focus on Vending:
Ensure a smooth FOL implementation in area of operation, always track
information and maintain good visibility.
Install additional hot & cold machines in potential locations able to achieve the
minimum turnover
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2. Increase machines productivity
Ensure proper asset & performance tracking of all beverage solutions in the market
Apply BQP on all beverage solutions once a year
Activities & Promotions:
Develop an effective annual & monthly activity plan to our key channels &
accounts
Coordinate with NP Business Manager concerning promotions & marketing
activities to be done for key accounts in the priority channels to further
develop the business.
Ensure implementation of effective POSM for branded beverage solutions
Coordinate with NP advisory chef to visit key accounts & provide them with the
needed demos & explanations
Distribute Nutripro magazine among relevant customers
Ensure high awareness & visibility in the OOH industry
Part IV – Principal Relationships
Inside : NPBM & NP Team
Outside : NP Dealers & Dealers’ key accounts
Part V – Supplementary Information
Attitude
- Result focus
- Team player
- Planning & organizing
- Service orientation
- Proactive cooperation
- Self motivator
- Initiative / ownership
- Reliable / dependable
- Flexible / dealing with people
Knowledge
- Knowledge of NESTLE and competitors products
- Handling objections
- Effective use of time
- University graduate
- MS Office
Skills
- Good communication / Articulate (verbal & written)
- Sales experience (knowledge of the Lebanese territory and OOH channels)
- Achievement focus with ability to get things done
Part VI – Reporting Relationships
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General Manager - FoodServices
Jeroen Pluijmers