SALES DIRECTOR. Information Pack

Transcription

1 SALES DIRECTOR Information Pack

2 Contents Contents Section Page About Fane Valley Feeds 2 Company Management Structure 6 The Role 7 Person Specification 11

3 Page 2 About Fane Valley Feeds Fane Valley Feeds operates a dedicated ruminant mill at Newry, and a modern multi-species mill at Omagh. Some five years ago, Fane Valley Feeds set itself the ambitious target of achieving 300,000 tonnes of profitable production by By the end of this current year, the company will have achieved this target a full year ahead of time. In 1982, Fane Valley farmers co-operative moved into the manufacture of animal feed following its acquisition of Robert Sands of Newry, a small compound feed mill producing some 5000 tonnes per annum. The Scotts Feeds mill at Omagh was acquired in the year At that time, the mill in Omagh was producing some 100,000 tonnes of pig, poultry and ruminant feeds. Five years after the acquisition of the Omagh mill, with output approaching 140,000 tonnes per year and growing, Fane Valley made plans to build a new mill at Bankmore Way. The Dutch milling engineering company Ottevanger was contracted in early 2008 to proceed and by 2010, when the new mill was commissioned, 163,000 tonnes of production was transferred across to it. Since then, tonnage produced has grown steadily. The mill at Newry is smaller than the one at Omagh; however, recent investment has turned it into a tidy and efficient unit that now produces almost 70,000 tonnes of ruminant feeds per annum. Fane Valley Feeds operates its own haulage fleet. These branded vehicles are an efficient way to provide industry leading customer service.

4 Page 3 Markets There has been a steady growth in poultry and free-range egg production in Northern Ireland, and layers feed production in the Omagh mill has doubled over the last ten years. On the pig side, sow numbers plummeted after 1998 when prices for pig meat crashed as a result of oversupply. This led to many farmers going out of the pig business. From over 70,000 sows, numbers fell to just over 30,000 but they have since recovered to about 48,000. With the significant increase in the number of piglets produced per sow per year, total numbers of pigs produced is not that far behind 1998 levels. As a result, pig feed produced by the company is at record levels. Numbers of dairy cows are at historically high levels in the province and with the current management practice of housing for longer and with less dependence on grazing, feed levels per cow have increased significantly. People The executive team that runs Fane Valley Feeds consists of the Managing Director, the Sales Director, the Financial Controller and the Operations Director. Reporting to the executive team, the Product Manager manages formulations, the Technical Manager manages the quality systems and the Transport Manager heads up the planning and transport operations. Both mills are kept running smoothly by the Mill Engineer and his team. There are 80 employees in total across the two sites including field sales staff and drivers.

5 Page 4 Sales Department A Ruminant Field Sales Manager, a Poultry Buiness Manager and two Ruminant Nutritionalists assist the Sales Director in running the sales department and providing technical support to our customers. The sales team is skilled in dairy cow rationing and can use NIR forage analysis on farm. The team receives regular training sessions and new representatives are all given an induction, as part of which they have an opportunity to undertake a postgraduate diploma in ruminant nutrition. They are also given training on the observation of animal behaviour, which can be helpful in diagnosing issues at farm level. Monthly briefings led by the Sales Director keep the team abreast of markets and of new developments. Performance You Can Rely On Every business needs a competitive advantage if it is to prosper and Fane Valley Feeds greatest competitive advantage is the high level of service on offer. We have an ethos of service. We have the right kit and the right people. Our proposition Performance you can rely on is consistent with this vision. We invest in our people, and our people are another of our competitive advantages. We train them well and make sure they have all the equipment and all the skills they need to perform their jobs effectively. All staff know exactly what their role is so they know exactly what is expected of them. We believe in both challenging and supporting our employees by way of coaching and mentoring. Everybody understands their responsibilities and knows where they fit into the business.

6 Page 5 Our culture is one of honesty, integrity and consistency. Our strapline, Performance you can rely on is displayed on every vehicle. To us this means performance in every aspect. Not just our feeds, but also the performance of our salespeople, our delivery performance, the performance of people speaking to customers and how courteous our drivers are. Effectively our customers own the business. Fane Valley is a co-op with 1200 farmer shareholders. This is why it is so important for the people working for those customers to know who they are, what they do and how they do it. Company Vision, Mission, Values Vision: To be a trusted partner to our customers providing innovative feed products and advice focused on ensuring food safety, the delivery of improved livestock performance and customer profitability. Mission: At Fane Valley Feeds, we will continually invest in and develop our people, products and infrastructure to ensure we provide our customers with safe, quality animal feed, reliable technical advice and industry leading customer service. Values: Integrity: Trustworthy, honest and dependable. Teamwork: Respectful for others, working collaboratively to achieve goals. Professionalism: Accountable, courteous and prepared to go the extra mile. Excellence: Innovative, creative and forward looking.

7 Page 6 Company Management Structure Managing Director Sales Director Financial Controller Product & Formulations Manager Operations Director Field Sales Manager Poultry Business Manager Ruminant Nutritionalists Company Accountant Credit Control Admin Team Sales Reps & Agents Sales Reps & Agents Transport & Distribution Manager QA Manager Newry Production Maintenance Manager Intake Dept. Omagh Dispatch Newry Dispatch Omagh Drivers Newry Drivers Production Supervisor Omagh Maintenance Newry Maintenance Newry Quality Omagh Lab Bag Warehouse Omagh Production

8 Page 7 The Role: The Sales Director s job involves leading from the front, providing inspirational management to the sales team. The remit includes managing key house accounts where large and significant customers expect the personal attention of a senior executive. As a member of the senior management team, the Sales Director will be involved in making key decisions within the business, will help instil the company s values and help shape the direction of the business into the future. The ideal individual will fit into the management team, collaborate effectively with colleagues and quickly command their respect. Summary of the role: To direct and lead the development and delivery of a strategy for profitable sales growth of animal feed, fertiliser, milk replacers, feed additives and forage additives; to contribute to the overall strategic development of the business. Fundamentals of the role: Strategic In conjunction with the Managing Director, deliver a strategy to increase market share in existing markets and maximise new business development opportunities. Work alongside the Product Manager to research and develop a product range that meets the needs of the marketplace, supported by the relevant technical expertise. Keep abreast of competitors activities and market trends. Contribute to the wider strategic development and growth of the business. To assist with the development of commercial synergies and added value services between Fane Valley Feeds and Fane Valley Stores.

9 Page 8 Sales Prepare an annual sales budget which is reflective of the company s growth ambitions; Deliver budgeted sales targets and margins for all product groups within the business. Achieve budgeted increments in market share; Set, monitor and review product pricing and margins in conjunction with the Managing Director; Lead, manage and motivate the sales team to increase sales of feed and the wider Fane Valley product portfolio to new and existing customers; Set and review on a regular basis annual key performance indicators and sales targets for each member of the sales and technical team; Assist the sales team to plan and manage their portfolios and territory according to the agreed sales development strategy; Ensure the provision of ongoing sales team training e.g. selling skills, product knowledge and enterprise knowledge; In conjunction with the Group Communications Manager, maintain and develop the Fane Valley Feeds corporate image and reputation, and protect and promote the company s brands via suitable PR activities; Plan /carry out / support local marketing activities to agreed budgets and timescales, and integrate sales efforts with other organised marketing activities, e.g., product launches, promotions, advertising, exhibitions; Lead and manage the provision of technical support e.g. nutrition including the management of specialist staff employed in this area and any external service providers.

10 Page 9 Maintain and develop existing and new customer relationships through planned individual account support, including: - Key accounts; - Retail accounts; - Merchant accounts; - Buying groups. Liaise with operational management regarding product development, product formulations, optimising quality of service and customer satisfaction. Maintain, utilise and further develop the Fane Valley Feeds on line customer relationship management system in conjunction with the wider Fane Valley Group. Achieve industry leading customer service standards and to ensure that all customer communications are dealt with in an efficient and timely manner. Financial Manage reporting of relevant management and financial information for all sales and marketing related activity; Set targets for revenue, profitability and sales growth and monitor performance against those targets; Attend monthly credit control meetings and ensure that customer debt is managed according to agreed company credit policy and KPI s; Set and manage targets for the business and by individual sales representative for debtor days.

11 Page 10 General Participate in and report to monthly management meetings; Attend and present at customer and farmer meetings; Represent the company at agricultural shows, exhibitions and conferences; Attend training to develop relevant knowledge, techniques and skills; Comply with all relevant health & safety legislation and ensure the provision of a safe working environment at all times; Ensure compliance with company policies in respect of HR, IT, financial control and capital expenditure approval; Carry out other associated duties as may arise or develop in line with the broad remit of the post.

12 Page 11 Person Specification Applicants, at the closing date for applications, must be able to display and provide evidence of the following qualifications/training, experience, specialist knowledge, skills/abilities and personal qualities outlined below in this person specification.

13 Page 12 Person Specification Continued...