• Job Description

  Req#: R031581

  Inspired to grow with your experience, learn and share with new colleagues?
  

  Huhtamaki is a key global provider of sustainable packaging solutions for consumers around the world, enabling wellbeing and convenience. Our innovative products protect on-the-go and on-the-shelf food and beverages, ensuring hygiene and safety, and help prevent food waste.

  We are committed to protecting food, people and the planet and are on the lookout for passionate and consummate professionals to join our growing team to help us deliver on our ambitious 2030 Strategy. We look for colleagues who Care, Dare and Deliver.

  Senior Category Sales Manager (DCR) – UK & Ireland

  Fiber Foodservice Europe-Asia-Oceania (EAO) business segment offers high quality molded fiber and paperboard packaging for food and beverages across Europe, Asia, Oceania, Middle East, and Africa.

  We serve quick service restaurants, coffee shops, retail, and vending operators as well as egg, fruit and vegetable producers. We also operate with a broad range of Fast-Moving Consumer Goods customers.

  The segment has a turnover of €1.5 billion (2022), 6,100 employees and 31 manufacturing sites across Europe, Asia, Oceania, Middle East, and Africa.

  We are currently looking for a Sr Category Sales Manager (Distribution, Catering Retail Category) for the UK & Ireland market. As a Sr Category Sales Manager you will manage a small sales team, working cross-functionally with key internal stakeholders in NPD, Supply Chain, Pricing Management & Demand Management with the aim of growing profitable sales within the category in order to meet and exceed company targets.

  You will understand and identify customer needs & opportunities to grow our product offering to the category through existing manufacturing assets, or through 3rd party traded goods.

  Main Responsibilities:

  Sales Management

  • Managing, mentoring and developing individuals within your team

  • Assess contribution, effort and activity of team to ensure that all personnel are making a consistent contribution to the business.

  • Ensure that the Sales Team communicates effectively with all other internal departments.

  • Setting individual targets for Sales team as part of Personal Objectives

  • Providing guidance and support for sales staff and, where appropriate, recommending training to be sanctioned by the Head of Sales for the Market Unit

  • Chairing regular Category sales meeting

  • Representing the UK&I in Global Category Lead meetings to provide updates on trading and insights into risks and opportunities faced by the UK&I

  Sales Activity

  • Maintenance, retention and development of existing customers

  • Identification and development of new customers

  • Development, implementation and launch of new products within the Category

  • To acquire and develop a good knowledge of the company’s manufacturing processes across sites within the UK&I, its capabilities and capacity

  • To maximise sales and contribution for the market sector within the agreed budget.

  • To produce succinct and detailed customer visit reports linked to Salesforce which allow other personnel within the business to have sight of any potential developments within accounts

  • To maintain regular contact and create close working relationships with all key decision makers for the largest accounts for which you and your Team are responsible.

  • To prepare and present fully costed quotations for specific customer product enquiries.

  • To carry out sales presentations both external and internal as required.

  • Functions including idea generation, contact building, arranging and holding client and new client meetings, writing proposals, negotiation and subsequent closing of contracts

  • Analyse sales trends and dynamics of current business to identify areas of opportunity or threat and adopt appropriate plans to manage these.

  Planning & Organising

  • To agree with the Category Team a coverage plan for all customers to ensure regular visits / communication with each customer on a regular basis. To share this with the Head of Sales for the UK&I

  • To establish product pricing based on detailed and confirmed customer specifications to maximise profitability in liaison with the MU Pricing Manager & relevant site Finance teams

  • To ensure that all cost increases within Huhtamaki sites in the MU are passed through wherever possible in order to maximise sales and profitability

  • Ensure major customers provide regular and updated forecasts on demand by product line and liaise with sites Sales support and planning to ensure these are processed in line with required delivery date.

  • R&D project work (e.g. assisting with new product development both customer led or conceptual)

  Budgeting

  • Formulating a sales budget / forecast with the Head of Sales for the UK&I and the Demand Manager for UK&I

  • Budget to be developed by major customer, by month and to include sales and profitability.

  • Monthly review of budget against actual with the Senior Sales Manager for the UK&I

  Experience & Skills Required

  • 5+ years of experience in a senior sales role selling into FMCG customers in the UK&I.

  • 3+ years managing a Sales team.

  • Previous experience in the Packaging industry is beneficial.

  • Demonstrable record of winning new business and growing existing accounts.

  • Strong selling and negotiation skills, experience using a structured process.

  • Proven track record of managing and motivating Sales teams with demonstrable success in profitability and sales.

  • Strong interpersonal skills and understanding of customer dynamics.

  • Engaging and persuasive presenter with the ability to build an immediate rapport at all levels.

  • A proven ability to undertake a wide range of activities to drive sales growth.

  • Experienced at working in a highly collaborative cross-functional team.

  • Passion for food and drink in FMCG markets.

  • Strategic thinking to be able to see the big picture and drive growth.

  • Strong ethic of “leading from the front” involving hands on Account Management, as well as supporting other accounts managed by Team.

  • Self-motivated and able to work with minimal direction.

  If you have the necessary skills and experience, please apply with your CV by 30th December or contact Adam Davis, Senior Talent Acquisition Manager - adam.davis@huhtamaki.com for more information.

  Join us to shape the future together!

  Join us to shape the future together!

• About the company

  We're global specialists in food packaging, dedicated to making every consumer experience enjoyable, consistent and safe with the right food packaging supplies.

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