Head of Group Sales
Responsibility for achievement of sales and cash budget through the effective leadership and direction
of their team and management of costs across their region for their direct reports
To manage and take responsibility for their teams and individual performance of every Key Account
Manager and Senior Key Account Manager where appropriate, across both KPIs and soft skills.
Working closely with Director of Sales, Heads of Group Sales are tasked with ensuring that (S)KAMs
understand the FTM strategy and their role in the creation and application of effective tactics to achieve
set goals.
To ensure they are fully aware of all company standards and policies and operate within these
guidelines as part of the process of management of their team.
1. To be responsible for the sales and profitability of a regional portfolio of existing and
prospect accounts and the sales team that work across the region.
2
To meet and exceed their assigned regional sales targets by the training, motivation, development
and management of the (S)KAM’s performance, within a defined set of KPIs working to corporate
standards.
3
To develop and grow in their region across all FTM Customer groups through identifying and
capturing full account potential within new and existing accounts.
4
Conduct regular business review meetings on all business related activities with their team, and
to agree future objectives and targets in order to achieve KPI standards.
5
To manage, appraise and develop their sales team, ensuring company disciplines are
adhered to, taking such action that may be necessary through the disciplinary procedure.
6
Provide detailed update each quarter to ensure the team are operating to company
standards through the implementation of the training policy and Passport development,
maintaining adequate records for audit and development purposes.7
To be responsible for communicating sales strategy and marketing activity, together with
all directives, amendments and requests for action, to the (S)KAM team.
To ensure the team are aware of all key initiatives, and trained to ensure that they achieve targets
8
To promote Bidfood to the customers within the designated area of control in a professional way,
utilising presentations, exhibitions and depot visits where appropriate. To ensure customers are
satisfied with the service they receive from their designated (S)KAM.
9
Health and safety accountabilities:
• Ensure that the Company Health & Safety Policy and Company Risk Assessments are
effectively implemented by individuals during the course of their work.
• Ensure that effective deputising cover for all matters in relation to Health & Safety are in
place for periods of absence.
• To ensure (S)KAMs behave appropriately in line with depot rules whilst on site.
Provide adequate information, instruction, supervision and training for employees to enable them
to do their job safely, including fire and emergency procedures.
10
Regularly undertake field training visits with each of their team members (at least once per
month) and to review performance in line with FTM passport standards, ensuring a record is
created for review and measurement.