Regional Sales Manager, Volac

Location (Home based)
Reporting To Head of Sales (Export Markets)
Region Norway, Denmark, Sweden, Finland, Germany, Benelux, France, Spain, Portugal, Switzerland
Company Profile
At Volac we believe that dairy nutrition is important for a sustainable and healthy world. We believe that improving livestock productivity and helping humans live more healthily are two solutions to the challenges of the world running out of natural resources and people living longer.
We specialise in the development, manufacture and supply of high performance products through two strategically linked business areas:
▪ Animal Nutrition: improving the productivity of livestock and the profitability of farmers through nutrition for young animals and dairy cows and our forage conservation products.
▪ Human Nutrition: helping people lead healthier, more active lives by marketing ‘Upbeat’ consumer brands, and by manufacturing and supplying whey and other dairy ingredients to the world’s leading food and beverage companies.
With headquarters just outside of Cambridge in Orwell, Volac employs over 300 people.

The main purpose of the role

Volac’s Animal Nutrition Business is the leading product specialist in Advancing Livestock Productivity’ in the key areas of Young Animal Nutrition, Rumen By-pass Fats, and Forage Conservation.
The main purpose of the role is to grow the sales and influence of Volac Animal Nutrition in the region with effective sales team utilisation and marketing support.
About the role

Manage the Regional Sales activity of Volac’s Animal Nutrition Products to meet the agreed annual objectives and budget. Success will be judged by the delivery of the objectives outlined in the five year plan and achievement of the annual budget objectives.
Maintain a direct customer base within the Region.
Ensure that Volac’s company brand and values are reflected in all that we do for our customers.

Working Relationships and Environment

• Customer Care
• Business Managers (Line Manager)
• Agents (Direct Manager)
• Product Managers
• Technical Managers
• Credit controllers
• Volac Wilmar colleagues
Principle Accountabilities

To effectively manage the Regional Business Manager sales team and the customer network with particular focus on the longterm relationship and business development of key customers.

The person is accountable for managing personal expenditure in line with the annual budget, and will propose promotional expenditure to the Commercial Manager – Export after consulting with the Global Product Managers.
KPIs are sales growth, new customers, market penetration.
Principle Responsibilities

1. Sales
To manage the sales operation to deliver the success outlined in the annual budget and five year plan through the development of Volac business through key customers who value our offering.
To develop an effective network of distributors, ensuring they are trained, motivated to promote Volac products.
To deliver against personal sales targets for those customers under direct responsibility.
2. Team
To manage, develop, train, manage and motivate the Regional Sales team to deliver the product sales plans (Forage, Fats and Young Animal products), key customer process and fulfil agreed product volume and margin objectives.
Ensure that the team has sufficient training and technical knowledge to successfully sell all Volac products and help identify and appoint ‘Product Champions’ to work closely with the Product Manager and support the rollout of product marketing campaigns to the rest of the sales team.
To set and communicate SMART objectives as part of the PDR and BMs bonus scheme for the sales team and review and evaluate performance at least every six months.
To authorise and manage the sickness processs, holiday and expenses.
3. Product & Market Development
To be aware of trends and changes in the industry in order to identify opportunities for developing Volac’s products and applications, to reflect the evolving needs of the farming industry. Ensure that these opportunities are effectively captured by the Insights Process.
4. Key Customers
To work with the relevant Business Manager to identify, develop & monitor progress of a Key Customers Plans in line with annual objectives and budget and the five year plan. To ensure Key Customers are involved on an ongoing basis in the development of the plan and all product campaigns
5. Sales & Marketing Efficiency
Manage interdepartmental sales meetings to communicate product marketing and sales plans and identify issues requiring interdepartmental collaboration to improve sales and marketing efficiency.
To ensure that product demand forecasts are developed for all products, reviewed and submitted as part of the Volac IVL process to supply chain, in conjunction with information provided by Marketing.
To implement changes to pricing as approved by the Head of Sales and detailed within the Pricing Policy by communicating this information both internally and externally. Ensure that information in IFS relating to pricing, contracts and deliveries and accurate and up to date. To provide information and opinion in the development of the Pricing Policy in conjunction with the Product Managers and the Head of Sales.
Ensure that the sales team provide accurate and up to date customer information and update the relevant CRM databases .
Ensure that all customers comply with Volac trading terms. Promptly advise the National Sales Manager and Accounts Receivable Manager of any problems, potential problems or other relevant information. Ensure that all authorised pricing discount offers are communicated to Orders at Volac.
Produce and maintain Region or Country plans, also in collaboration with Distributors to include annual review with Distributors.

Ensure that the sales team are familiar with Volac’s policies on H&S including working hours, driving and on farm activity. Review and log any H&S matters at the routine sales meetings.
Ensure that the sales team are familiar with compliance matters and policies such as data protection, competition law and whistle-blowing.
Undertake additional responsibilities and report to the Head of Sales as required.


Agricultural Experience/qualification
Person Specification

Proven Line Manager / Line Manager experience
Self Starter
Able to be strategic / delegate
Active listener
Ability to problem solve
Methodical, orderly and systematic work approach
Create a good first impression and inspire confidence and commitment
Ability to act on own convictions
Good people skills through face to face and telephone communications
Able to express ideas and problems clearly and objectively
Positive and professional attitude
Good communication skills
Good customer interface skills
Self- motivated
Good empathy with colleagues and customers
Results driven and independent minded
Leadership in area of competence
Ability to manage and budget
Highly motivated to achieve common goals
Ability to influence people effectively using professional interpersonal

Proactively “can do” work ethos
Apply by email to Simon Power by 1st May 2018.

Updated: 11th May 2018 — 10:31 am