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Goal of the role:

Achieve further market share growth of Grohe in DIY channel in Poland in relevant market segments whilst achieving targeted financial objectives and developing channel in mutual co-operation with other Grohe channels in Poland. Develop and execute of sales and marketing business strategies for DIY. Lead the DIY team.

DIY Manager (s/he) is a part of the local (Polish) leadership team.

Major responsibilities:

  • Drive sales activities of the company within DIY channel, in line with agreed strategic guidelines and objectives. Sales activities need to be ambitious and balanced across other channels to ensure healthy growth in all channels
  • Build Top to Top relationships with key decision makers at major customers in order to lead and support key negotiations including co-visiting key business partners together with sales team
  • Actively support key account managers in building successful co-operation between customers and Grohe via deep understanding of their buisnesses and their processes
  • Develop the company as leader in its relevant market segments, by constantly reviewing the product offer and adding solutions that meet customer expectations,
  • Actively support key account managers in wining promotions and secure growth of categories
  • Initiate and support Category Management projects including new products development between customers’ category management teams and Grohe categories’ teams both within local organisation and headquarter organisation
  • Build relationships and drive co-operation headquarter with Category teams and supply chain teams
  • Strong support of setting up smooth logistic operations. Involve in issue solving including escalation processes
  • Track and monitor competitors in each of the main segments/ expectations of the business partners and adjust product, prices, and program activities to maintain and grow market share (cooperation with HQ – developing new products),
  • Understand and set strong KPI’s to drive improved customer experience,
  • Identify talents and top performers within the team, develop them,
  • Lead the team to achieve business objectives whilst nurturing their progression under the company’s long-term vision. Be a leading example of the LIXIL Behaviours (Do the Right thing, Work with Respect, Experiment and Learn) through demonstrating the required management style and inspiring cooperation among others,
  • Liaise with other departments, the region to achieve financial and commercial targets.

Critical points regarding personality and competencies:

  • At least 8 years of commercial experience, with a successful and proven track record as KAM in FMCG sector or DIY segments
  • A leader who is able to manage medium sized team with managerial experience
  • Proven expertise in Category Management projects: ability to sell ideas in connection to customer strategies and category development
  • Proven experience in dealing with issues raising internally or externally, in regards to customer expectations and commitments
  • Ability to build win-win relationships while being in conflicts
  • Experience in managing new product development between customers and producer will be an advantage
  • He/she understands well the P&L and financial management principles, and knows which actions should be put in place to recover and/ or protect gross margin,
  • Hands on profile, who recognizes and values key success factors in product categories, through result analysis, field visits and direct relationship with main customers, to identify most appropriate actions,
  • He/she is a leader with a contagious high energy level, capable of developing and motivate his/her team by giving the example,
  • Strong process-orientation, ability to set the effective processes well,
  • Customer oriented with good communication and teamwork skills, she/he continuously provides and fosters new ideas to develop further the leading positioning of the company,
  • Results-oriented - regularly tracks sales performance vs target through objective KPIs and sales metrics, consolidating them in smart reporting system. she/he is capable of putting in place action plans whenever needed,
  • Hands-on management,
  • Process-oriented,
  • Stress-resistance,
  • Very good in setting processes,
  • Humble, open-minded to constructive criticism,
  • Team player with peers,
  • Fluent in English is mandatory,
  • Fluent Polish,
  • Ability to maintain and develop strong business relations,
  • Very good negotiation skills,
  • With high integrity,
  • Ability to run in less structured organization facing many changes,
  • Personality: able to integrate quickly to the organization, able to think quickly, agile, hungry for the success, able to build relationship easily, eager to learn, willing to develop, open-mind, empathic, collaborative, communicative, goal-oriented, able to deal with the negative feedback/ problems/ complains well.