Sector:
Consumer
Expertise:
Sales
Typology :
Contribution of expertise
Direction:
Sales Management
1 consultant
-
5 months
Off-trade road-to-market for a spirits company
Client
International player in the Spirits sector
talent selected by WEEM
Coralie, 17 years' experience both as a strategy consultant at BCG and in operational positions in the Sales Performance department of international food companies.
Sparring partner of the Management Committee
Perfect knowledge of FMCG and sales force issues
mission
Support the France sales department in their road-to-market strategy and Sales force effectiveness in the GMS universe
Activities and deliverables
Road-to-market diagnostic component
- Supporting the Codir in challenging the existing situation and defining a target vision
- Road to market diagnosis
- Move from a centralized strategy to a strategy by network, by brand, by geographical area HR section
- Improved measurement of Salesforce effectiveness and the link between headquarters and field
- Review of the function and missions of internal/external sales representatives
- Training plan
