Job Details


International Sales Manager - Category Head - Mass

Ref: HM/ISM/CH/M Salary: £Exceptional Pkge Contract Type: PermanentLocation: Kent

Skill Set

Manufacturing, FMCG, Sales, Marketing, Management, Pharmaceutical,

Superb opportunity with a global manufacturing FMCG organisation specialising in an internationally recognised range of personal care/over the counter products for an International Sales Manager (Category Head – Mass).


The role is placed within the Global Markets Group (formerly known as the Export Team).


The main purpose of the role is to deliver sales and profit growth through successful management for distributions and opening new markets.



Therefore, we  are looking for someone special with an international mind set.

Someone who can hunt for business, who is hungry for success, a go getter and achiever with the drive, passion and enthusiasm to build the business and compete with the top players in the industry.

Marketing and sales orientated with cultural sensitivity in communication and people skills.

Willing and able to travel frequently to the markets, often involving overnight stays up to 50% of working time (Europe & Africa)

A self-starter with determination.

The ability to complete projects and get things done.

A tough and respected negotiator, able to develop exceptional relationships.



Educated to a degree standard or equivalent

Classical FMCG experience (domestic and international) includiing Africa markets

Track record in international experience building businesses in the Region

Considerable International Account Management experience in the FMCG sector

Previous people-management experience

Good knowledge and experience of marketing and brand building activities

Excellent communication and presentation skills

Demonstrable record of progress and achievement

Proven ability to business develop new territories

English fluency written & spoken

Excellent command of MS office programs



Multi-channel experience

Specific experience dealing with on-line marketplaces

Specific experience of initiative and developing D2C business

Additional European language would be desirable.



People Management

Manage a team of 2/3 reports, ensuring they achieve KPI’s and play a full part in delivering results

Develop the team to ensure business continuity

Coach and train team members


Business Development:

Build businesses from scratch in key markets by identifying and appointing the best distribution partners

Motivate and stimulate distributors to deliver sales and profit targets.

Monitor in-market sales, distributor stock levels as well as sales to distributor and take necessary action to realise budget.

Understand sales and brand performance in market to further drive profitable sales growth.



Develop and implement the marketing activity calendar with the distributors.

Work with the International and local Brand Managers to ensure the marketing activities are in line with the brand strategy/positioning.

Working with Distributors to realise successful implementation of agreed activity calendar and NPD (in line with P&L and marketing objectives).

Ensure the funded marketing activity is properly accounted for with documented evidence.

Keep management and marketing informed of relevant market intelligence.



Manage all aspects of Region P&L including the marketing investment

Prepare Profit forecast per territory, partner and brand in a timely fashion including gross sales, trade allowances and marketing expenditure

Prepare yearly Sales and A&P Budgets per distributor, with Quarterly Reviews, for the approval of the Regional Director.

Monitor and control profitability of the markets, and report monthly on performance against sales and profit targets.

Allocate marketing budgets, verify invoices, keep records of all expenditures and generally ensure that all expenditure is within financial restraints and is transparent.



Motivate, challenge and support existing distributors to maximize sales and profit growth

Evaluate existing distributor performance as well as evaluate potential new distributors.

Identify, recommend and appoint new distributors in greenfield areas

Manage effectively business transfers from one distributor to another one as required

Set and control pricing, with the approval of the Regional Director.

Recommend, initiate and oversee launches of new brands/new SKUs, with the assistance of the international marketing department

Assist where appropriate in the launches to distributor Key Account teams and sales forces.



Work with reports to input monthly demand forecasting into the Forecast sheet, including orders and forward forecasts.

Liaise with International Customer Service, and Logistics when appropriate, to ensure that customers’ orders are fulfilled on time.



Maintain a good working relationship with all distributors

Internal departments GMG, Marketing and Supply-chain and Finance departments.



Authority to instigate brand and sales building activities and projects, with prior financial and outline project agreement from GMG Regional Director

Expenditure approval levels to be determined.



Flexible - Folkestone or London for at least 4-5 days per month with 50% European/Africa travel.

Some flexibility on the combination of days worked within the office and work from home.

Applicants must have no previous detrimental travel restrictions (other than visa) to enter a country.



An exceptional package is available.


If you feel you have what it takes in order to meet the demands of this exceptional opportunity, then please submit your CV as soon as possible but firstly ensuring it really showcases your experience, relevant to this particular role.








Consultant Details

For further information on this opportunity please contact:

Heather Morgan

Tel: 01303 220844


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