MISSION OF THE ROLE

In this role, you will be responsible for:

• Successfully negotiating international agreements & contracts, preparing and running the negotiations by category with countries respecting the IAF mandate
• Coordinating local/international customer negotiation following the ERAPÜ principles  
• Identifying growth drivers for your scope & implementing activation across all countries with the support of local sales teams
• Representing the EU Sales Team in respective regions (e.g. France, Central & Eastern Europe, Poland, BENELUX)
• Animating a large customers community to prepare the negotiation and deploy the agreements

MAIN RESPONSABILITIES

Negotiation / Business Strategy / Strategic Vision

• Analyze data and identify the pocket of growth oh your clients /channels & categories
• Build the Joint Business Planning and Negotiation plan for your customers. Develop and implement negotiation strategy to customers globally and with each market

Impact on Business Results

• Negotiate the best agreement at the lower cost Vs our mandate
• Improve ROI on global customers investments
• Identify white spaces to generate profitable growth
• Mitigate N3 corridor exposure by leading the wholesaler’s recommendation at European level

Process & Projects

• Lead the Kaufland local/international negotiation strategy
• High level of exposure from the Group & EU Board members to Sales local team, Multiplicity internal & external stakeholders 

KEY DELIVERABLES

• Negotiate agreements & lead Global + local KL negotiation
• Global contracts negotiation & IAF management for your scope
• Deliver Profitable growth in NS and gain of market share in each category
• Animation of the customers' community

KEY METRICS:

• Negotiations respecting internal mandates validated
• Net Sales increase and Margin improvement of total Global customers
• Net Sales increase and Margin improvement of each of the customers managed.
• Contracts renewal
• Key growth drivers developed and implemented in countries

MAIN INTERACTIONS:
Internal

• Global Strategy, Category & Growth spaces team
• Sales leaders and countries lead (GM, SVP)
• Finance & Data (global & local) / HR team

External

• Global alliances
• Global customers of Danone
• Industry forums
• External partners and agencies

INNOVATION SKILLS & COMPETENCIES:

• Stakeholders engagement
• Influencing skills
• Negotiation skills
• Category growth spaces & Selling story development
• Channel strategy development
• Field sales execution
• Tech & Data skills
• Value creation initiative JBP advanced skill
• PRGM & P&L skills 

EDUCATION, EXPERIENCE:

• Minimum 8 years in Sales, with solid experience in Negotiation
• Experience at local and global scopes or an international experience
• Fluent in English. French speaker not mandatory but is a bonus

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