Head of Sales Offer and Development (m/f/d)

For all the customer touchpoints, and all the strategic customers, including New Customers and prospects, the purpose of this position is to define, to develop and to be the gate keeper of the sales offer process and to support its implementation in all the countries. The sales offer here include all the second part of the selling process which mean Sales argumentation and pitch, negotiation, conclusion, and consolidation. Therefore He/she will be responsible of defining the right processes for the sales offer, argumentation, and development of sales: Argumentation, Product Catalogue, Pricing, services (Hd) and contract management.Support a cluster of countries (4-6 countries) in the implementation of the entire selling process and support the implementation of the commonFUNCTIONAL RESPONSIBILITIES​​​​​​METRO ArgumentationDefine the right process, right support, and the right skills to be able to sell METRO / MAKRO as the wholesaler & solution providerASSORTMENTWork closely with the buying department to define minimum assortment per targeted customer and the way to sell it (M-shop, Catalogue)  Be able to define, and recommend a unique product recommendation process on a customer level (For FSD customers) and how to set it up in selling tool (SAM)PRICING -Support Pricing Team to define complete processes to build:General Price List – per channel / Group of Customer / LocalizationIndividual Price or Individual discount rules– per channel –per category - work with IT to define simulation tools for Sales Force and Key AccountIndividual conditional Kick-back bonuses (end year rebates)To insure value creation and profitable sales growthSERVICES Support the value creation for the customers by building concrete argumentation for services such as Digital services, Gastro consulting, Gastro courses, Menu list or even Non food Kitchen designCREDIT MANAGEMENT / Define a complete process for credit management for FSD Customers to insure Sales development and Growth of cash flowLOGISTIC AGREEMENT  Define the process to negotiate and individualise our Service level agreement with customer regarding delivery (Number of drops, minimum of order) to increase profitability of FSD customersPARTNERSHIP AGREEMENT & REVENUE MANAGEMENTBuild a full end to end process to create the framework of having partnership agreement (-contract management) for customers with all this pricing, Credit, services, or logistics agreement approach and by setting mid term or even long-term win-win agreement with our customers – with clear, written and agreed – signed counterpart.Build a process to be able to answer to TENDER for KAM based on this partnership agreementBe able to build a complete Revenue Management processBUSINESS PLANNING & TRADE MARKETINGDefine process to support the implementation of specific Business planning and Trade Marketing for salespeople (Telesales or Sales Force) to develop sales with short term dedicated (or not) campaign to increase performance 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 sales.