Head of Sales Strategy and Organization (m/f/d)

Are you looking for a challenging and rewarding career in the trade sector or will you bring in your passion for the same while developing further personally and professionally? Look no further than METRO! As a leading international food wholesaler, we specialize in meeting the unique needs of hotels, restaurants, caterers, and independent traders. With around 17 million customers worldwide, our multichannel approach allows for easy purchasing both in-store, via online order and via delivery – all digitally connected. We operate in over 30 countries, employing more than 93,000 people globally, and our sales reached €29.8 billion in the most recent financial year, aiming to continue our journey of successful growth.

Join our team as we strive to meet our ambitious growth goals with our “sCore” strategy which is closely accompanied by our Fundamentals. These shared values guide us every day and begin with a commitment to our core mission of being the best wholesale company we can be. The basis for this is our ONE METRO spirit - where everyone is needed, and everyone stands together, working with curiosity, determination, courage, commitment, and trust. Come grow with us at METRO! More information is available via careers.metroag.de.

1. For all the customer touchpoints, and all the strategic customers, the purpose of this position is to define, to develop and to be the gate keeper of the sales targeting and the sales organization processes and to support their implementation in all the countries. The sales customer targeting here include all the very first part of the selling process which mean Customer Targeting, be able to design a seller coverage model that focuses each sales role on a targeted customer segment in a well-designed territory. And be able to build clear organization to put the right people, in front of the right customer or group of customers.
2. Support a cluster of countries (4-6 countries) in the implementation of the entire selling process and support the implementation of the common practices that have been defined globally.

FUNCTIONAL RESPONSIBILITIES

CUSTOMER & PROSPECT CLASSIFICATION -Go to Market Strategy

• CTG prioritization process: Start with clearly prioritized CTG and even branches – Define CTG potential for growth on a country level.
• Work closely to the CRM / Controlling department to be able to provide a complete process to set a clear Customer & prospect list to target
• Customer Qualification – be able to provide Qualification and segmentation rules to target the right customer including Potential, life cycle, frequency or attributes data’s using a good mix of internal and externals sources.

KEY ACCOUNT CUSTOMER IDENTIFICATION

• Define and set a complete process to identify Strategic Key Account Customers and to set the right organization to tackle these type of large customers – Including visitable or not visitable customers for the Sales Force

FSD CUSTOMER for SF & Telesales

• Define processes to assign FSD Customers to Sales Force and Telesales organisation – define frequency of visit / Call to be able to develop properly these customers according to their classification and qualification

COMPETITIVE INTELLIGENCE

• Define processes to enable countries or even regional / local organization to do competitive intelligence to steer competition to increase our efficiency on the field according to our competitive advantage.

CUSTOMER ALLOCATION

• According to the customer classification and qualification, according to the key account weight and the FSD customer and even according to the competition landscape – define a end-to-end seller coverage model that focuses each Sales touchpoints (including Sales Force, Store, Telesales and KAM) and that will be apply in all the countries to increase our sales efficiency

SALES PLANNING

• According to this allocation of different responsibilities for different customer segment – Define with Controlling Department a complete framework to assign sales target to all the customer touchpoint and to build a complete and consistent approach of yearly sales planning.

SALES ORGANISATION

• SALES TOUCHPOINT ROLE

Support the building of a consistent organisation (different role) to develop the sales growth within an ideal seamless customer experience by working closely with HR Department on job description, hiring profile, Onboarding process to fit the customer targeting needs.

COUNTRY CLUSTER RESPONSIBILITIES  

• This position will report to the Sales Excellence organisation but will be seated in the countries to support the implementation of the entire sales process – therefore he/she will have to work closely with the entire sales excellence team and will have to know the entire sales blueprint and its update to be the Single Point of Contact for the country responsible for

• 6-8 years in Sales Department: Field Background and good B2B Customer knowledge
• Horeca or Trader B2B Sales management background – more than 5 years
• Responsible for country sales development and good sales track record
• Strong communication skills and leadership, allowing to drive complex topics forward.
• Trans-functional competencies – be able to work with many different corporate department and countries
• Analytical mindset, able to deal with complex topics.

What we offer you

• Work-life balance: trust-based working hours, 30 days' holiday and options for mobile working.
• Training: a comprehensive training offer via our own training team as well as our own annual training budget.
• Well-being: Health programs, free gym on our campus, regular employee events and the opportunity to participate in the annual METRO Marathon.
• Comfort: very good transport connections and free parking spaces including charging facilities for e-mobility. Two canteens with very reasonably priced meals as well as discounts in our stores and at many partner companies.
• Company pension plan: You will receive an allowance from us to provide for your pension.