Regional Sales ManagerName: Pete Thompson
Degree studied at:
Robert Gordon University, AberdeenBrief Job Description
Responsible for Salesmen and their accounts within the Northwest of England.
I develop team’s skills, competencies and knowledge and also ensure optimum growth and development for all accounts within my region.
My career so far…
What does your job involve in a typical day?
Meetings at Head Office are for areas such as RSM group meetings, management meetings, NPD (new product development) launches or new policy or practice. There is also a significant time devoted to my training and development.
My average day would consist of the following. Set off from home between 06:30 and 07:00 depending on the distance to the salesman I will be working with. Each salesman has a 4 weekly journey plan, which they work through. During this time they will call on the optimum quantity and quality of outlets, which sell a Kellogg product, as they can. These calls could be as varied as cash and carry, retail multiple, Head Office of a group of stores, or wholesalers.
It is my job when working with the salesman to ensure that s/he is working at his best for, him/herself, the company, and our customers. The key role in my job is to develop people. New salesmen joining the company spend an average of 18 months to 2 years in the field. This is where they learn valuable skills and knowledge to be highly effective as their career progresses. During the day, as I visit the calls planned, I will try and develop some of the following areas. Planning and preparation, time management, presentation skills, consultative selling, customer knowledge, negotiating or communication. This list is not complete but these are the key areas. Usually these areas can be covered off between calls, in the car or over a coffee, but sometimes 2 or 3 hours can be taken out of the day to go over in depth. Each day with a salesman will be documented for development records to give the salesman a focus of strengths and areas for development. I will usually leave the salesman at about 15:00hrs to allow myself time to get home and keep up to date with any admin or planning which I have to do. In order to stay on top of the region, I will have also used the mobile ‘phone and the Kellogg voice mail system (VMX)while driving. The VMX system is an excellent tool for time management. I could have a 2-hour drive but still be highly productive. I aim to finish my day at 6.00pm. (Not always the case!!)
What do I like most about my job?
What skills are required in your job?
Organisational, with so many different requirements of a varied team and so much information regarding products or promotions, being organised is key.
Being able to delegate.
How many people work for you?
1 Account Development Manager looking after the key accounts within the region.
What is your advice to people looking for a career in the food and grocery industry?