Job Profile – Regional Sales Executive (Reg Mults)
PROFILE OVERVIEW
This job profile provides information for developmental purposes, recruitment (internal & external) and
talent & succession planning.
The profile contains an overview section with an extended job description and the job related
competencies including the required level of proficiency.
In the overview section the general characteristics of the job function are described along with specific
key responsibilities, KPIs, deliverables, and critical interactions points. In this section there is a minimum
set of experience that defines the absolute requirements for the job function.
ROLE INFORMATION
Internal Role Name
Regional Sales Executive (Regional Mults)
Role Name for External Recruitment
Regional Sales Executive/ Manager
Role Code Mapping to Reward Framework
Band B
Salary Range
Bonus
Sales
Benefits Package
Band B (job needs car)
ROLE PROFILE FOR FIELD SALES
Role Code:
Capability Impact Level 3
Job Family:
Sales
Discipline:
Core Sales
Issued by: Name
Date
1
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Role Title:
Regional Sales ExecutiveManager
(Regional Mults)
Roles that
typically
report to this
role:
Typically reports to
(role):
Example job titles
covered by this
role profile:
Business Account Manager (BAM)
Account Manager, Sales Specialist,
Field Sales Manager
Purpose Of Role:
The role holder works as the primary (single) point of contact and account manager responsible for identifying, designing, and
selling our wholesale proposition to our smaller regional multiple account base. In doing so, provides & manages the delivery of
a cost effective & profitable solution that satisfies the customer and business requirements.
Key Responsibilities:






To maintain knowledge of, and report upwards on, new developments in the market place, especially with regard to
accounts and prospects.
To build & implement a sales plan based on segment/territory intelligence & knowledge & matching value propositions to
customer needs.
To actively develop customer relationships in support of account contact strategy.
To maintain high levels of customer satisfaction by managing an internal matrix team to ensure customer complaints,
enquiries or concerns are dealt with promptly.
Use the specialist sales team and central resources where required to support the development and delivery of required
customer solution
Customer/territory P&L accountability.
Business Impact:




Current policy, business strategy and objectives typically guide this role.
Impact is short term and primarily functional in scope.
Executes plans to meet customer needs.
To help identify, develop and innovate ways of working that meet emerging customer needs as market dynamics change
and evolve.
Authority/Decision Making:

Confident operating up to senior levels both internally and externally following the customer contract strategy.
Qualifications:

N/A.
Skills/Experience:
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




Relevant experience within the sales function.
A record of achieving sales targets with a good background in commercial awareness.
Good communication and presentation skills.
Analytical thinking
Negotiation experience
ADDITIONAL KNOWLEDGE AND EXPERIENCE
Previous experience of working within fast moving sales business
KEY PERFORMANCE INDICATORS
Activity
Quality
Revenue – momentum business vs new business
Customer Satisfaction
Forecasting accuracy
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Selling Capabilities
ROLE: Field
Sales
Professional
Head Line
Capabilities
Descriptors
Contact &
Basic Sales
Capabilities
Understanding
products
The knowledge of what the products
and propositions of Celesio are, how to
position them with the customer, when
& how they can help a customer resolve
a business problem, know when & how
to introduce them to a customer, be
able to deliver the key messages that
they contain & be able to answer
questions on the proposition offered
(Knowledge of the
Celesio product and
service portfolio and
how to position it)
Establishing contacts
(Commitment to
drive sales activities
and connecting with
customers)
Closing sales
(Focus on identifying
the customer needs
through effective
listening and
questioning and
closing the deals)
Engagement
&
Relationship
Building
Capabilities
Building rapport
(Deepening relations
to get customer
close)
Positioning Value
(Presenting an
attractive proposition
that generates
Impact Level 3
The ability to select and directly
establish contact with new potential
customers. To display a strong amount
of persistency and not be afraid to be
rejected. To be comfortable using cold
calling and other known methods to
identify prospects, qualify leads and
build a customer base in familiar and
unfamiliar environments
The ability to use active and open
questioning and active/ passive listening
techniques, to initiate and hold a
conversation with customers and
colleagues; to gain insight into personal
motives and business drivers, and to
uncover business priorities and
parameters for success, converting into
opportunities and securing the sale
The ability to use interpersonal skills to
approach and develop effective
relationships and having the ability to
work collaboratively, gain trust and
demonstrate consistent sales leadership
with suppliers, partners and customers
The ability to present a clear value
proposition against an identified client
need in a calm, confident and tenacious
manner ensuring consistent order flow
Demonstrates full knowledge of category,
proposition and market context. Establishes
clarity and focus around data sources and
understands how a pharmacy makes money
Demonstrates confidence and resilience in
establishing contact. Proactively manages
stakeholder relationships at all levels within
both customer and prospect accounts and
drives up number of sales encounters
/opportunities with the customers
Uses active and passive questioning and
listening techniques to establish customer
needs. Identifies buying signals, closes sales
appropriately and demonstrates confidence
in doing so-
Builds rapport and collaborative customer
relationships with multiple stakeholders at all
levels. Adapts style and approach in relation
to individual stakeholders. Uses all
communication channels
Defines and builds the value proposition
across the full range of the AAH offer.
Demonstrates clear understanding of the
customer and remains confident and
compelling in presenting the proposition
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orders)
Leading Sales
(Managing the whole
sales cycle)
AM &
Strategic
Positioning
Capabilities
Understanding
Celesio
(Knowledge of the
Celesio business
direction and
strategy)
Strategic Business
Acumen
(Turning market and
customer insights
into commercial,
financial and strategic
considerations)
Joint Business Planning
(Creating
joint/partnered
business)
Leadership &
Management
Capabilities
Setting Goals
(Cementing sales
visions and setting
The ability to gain a thorough
comprehension of the clients business,
create a sales strategy and align
resources to deliver customer
partnership and financial results that
lead to achievement of Celesio results
through identification, development,
closure and follow up on opportunities
for up and cross selling within existing
customers and contracts
The ability to take and drive sales and
account activities from a holistic view on
the Celesio strategy and the breadth in
product and service offerings. Ensuring
that opportunities are followed with a
utilisation of respect for the differences
across the sales channel
Knowledge of Celesio’s strategic
positioning, strategic priorities and
Celesio proposition themes, often
specialising in a specific customers or
segments, and capable of leading their
application, either individually or
integrated to create customer and / or
opportunity strategy enabling customer
development and creating possibilities
for the customers organisation
The ability to grasp market conditions
and drivers affecting customers and
Celesio, to identify opportunities, to
qualify strategic options and to judge
them against potential benefits for the
customer as well as for Celesio. Decision
making ability with sound
understanding of the business cases and
investment appraisal and the financial
and business impact of decisions.
Implementing business
plans/partnerships as joint action
The ability to grasp market conditions
and drivers affecting customers and
Celesio, to identify opportunities, to
qualify strategic options and to judge
them against potential benefits for the
Demonstrates understanding of the
customer’s business and internally
establishes where the gaps and opportunities
exist. Aligns stakeholders around the
proposition. Analyses the customer
situation/value chain/market context to
construct the right commercial offer
Demonstrates a thorough understanding of
AAH/Enterprise/Trident direction and
strategy and includes this into working
behaviour
Demonstrates thorough understanding of the
Channel level (AAH) and how to apply it to
the customer base and market context.
Articulates and applies Celesio’s key strategic
pillars into working behaviour
Exhibits understanding of what a JBP is and
what the benefits are. Objectively assesses
customer appetite for partnership.
Develops a JBP through understanding of
customer needs and adopts a collaborative
approach to building the plan
Sets SMART objectives within the context of
the Business Plan, Channel Strategy and
Market Dynamics
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sales direction)
customer as well as for Celesio. Decision
making ability with sound
understanding of the business cases and
investment appraisal and the financial
and business impact of decisions
Communicating
The ability to effectively, regularly and
enthusiastically produce, in an
appropriate format, grammatical, well
expressed, easily understood,
informative and engaging ideas,
explanations or opinions
(Influencing and
engaging people
through continued
interactions)
Executing
(Organising clear
roles and
responsibilities and
following up)
The ability leverage resources (people,
assets, finances) to meet the demand of
customers, implement strategy, or in
response to high-priority sales or service
initiatives to provide leadership and
direction for a team - virtual or direct
reports through work planning,
supervision, coaching, performance
appraisal and mentoring, or influencing
and persuasion to direct virtual team
priorities and behaviour
Presents confidently using all available
media. Able to “set the scene” and apply
different approaches to multi-level
stakeholders effectively. Inform, excites and
engages the customer around a broader,
more complex solution
Acts self-motivating and resiliently. Works
independently, takes the initiative and plans
own workload. Identifies the right internal
resources and motivates internally to deliver
BP. Represents the customer within own
organisation. Works with pace to deliver
outlined objectives.
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