National Field Sales Manager - FMCG

Our client is a major actor in the FMCG with a worldwide presence.

Their constant attention towards consumers’ needs is at the foundation of their company policy, inspired by excellence in quality.

They take care to promote the professional and personal development of their human resources.


In order to further develop their activities, they are actively looking for a

National Field Sales Manager



The National Field Sales Manager is responsible for the development of the business, by achieving sustainable competitive advantages in the stores of Belgium and Luxembourg in order to achieve the company's objectives and priorities. He is responsible to obtain the best point of sales volumes and placements, managing and organizing the sales structure, in order to reach the defined sales targets.

He/she is managing a team of 2 Field Sales Manager and 1 Field Sales Analyst. He also takes care of the good management of the external merchandising team according to the predefined rules.

He is reporting to the Sales Director BeLux.



Development of the business:

  • Ensure the implementation of the company's objectives and priorities in terms of distribution, mirroring (“mises en avant”), shelves, prices, volumes and the coverage of the collection of our permanent or seasonal products of our brands and markets at all points of sale.

  • Monitor sales trends in the regions and sales structure performance.

  • Monitor the field activities performance and the proper accomplishment of sales conditions, agreements and retail prices trends.

  • Organize the implementation of development plans (e.g. evolution of sales volumes linked to promotions) and actions to reduce the gaps.

  • Analyze the strengths and areas for improvement of its department in terms of people and business.

Team Management:

  • Proposes the sales force structure for the BeLux in terms of headcount, roles and territories.

  • Coordinate, motivate, train and ensure the development of the FSMs and Sales Rep's.

  • Lead the evaluation process and organize the follow-up of the objectives/rewards.

  • Ensure the optimization of the organization and the activity of the regions (valuation, development and monitoring of the 'routings').

Budget Management:

  • Optimize the field budget and ensure its monitoring.

  • Optimize the budget of the external merchandising and ensure its follow-up.

  • Prepare the annual sales forecast. (budget process & review)

  • Active participation in the “strategic plan” process.

Reporting & communication:  

  • Report the results to the sales director.

  • Conduct the Sales meetings with his direct reports

  • Ensure optimal communication (speed/quality) from the sales management to his team and the feedback from his team on the field to the management teams involved (Sales / sales development / Marketing / Supply Chain).

  • Participate in various recruitment processes (interviews and campus presentations)

Project Management:

  • Ensure the implementation of the projects at the sales level.

  • Responsible for and/or participating in important transversal projects of the company.


Profile requirements:

-        Master degree in commercial, economic or marketing.

-        5 to 10 years of experience in Marketing, Sales or Trade Marketing

-        Strong experience in the people management of a sales team

-        High level of ownership

-        Proved experienced in developing vision and strategies

-        High level of autonomy

-        Problem solving oriented

-        Maturity in relation management

-        Fluency in French, Dutch & English


Contact:  Caroline de Strycker - Partner

PLATINIUM Executive Search

Mobile +32 (0) 475 42 49 75


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