General information

All posting locations: Seven Hills, New South Wales, Australia, Southbank, New South Wales, Australia, Southbank, Victoria, Australia

Job Function: 01 - Sales

Date Published: 06-Oct-2022

Ref #: R-60897

Description & Requirements

About the Role

The Field Sales Manager is responsible for developing and implementing an effective strategy for Foodservice- focusing on end-user relationships to increase our market share in this channel. This role is responsible for managing a team of Business Development Managers and acts as a strategic partner to provide market/business insights and defined actions based upon interactions with the field and interpretation of data.

Key Responsibilities

  • Work with sales managers to optimise:
    • Category prioritization & classification
    • Action plan effectiveness
    • Market/Account Coverage
    • Won/Loss Analytics
    • Issue escalation and internal stakeholder engagement
  • Work with sales teams to create targeting models to increase sales efficiency and productivity.
  • Aid Key Account and Business Development Managers in forecasting- opportunity pipeline and optimised deployment of sales resources to increase sales/margin.
  • Effectively implement- monitor- and review CRM software.
  • Track and evaluate quarterly and yearly KPIs to ensure policies are adhered to throughout the organisation for fair and equal opportunity.
  • Develop and implement performance review feedback and personal development plans for the Field Sales Team
  • Implement yearly training cycles and upskilling sessions to equip the field Sales team. 
  • Evaluate market information and competitor activity- plan and direct the implementation of marketing activities for Kraft Heinz products
  • Drive growth and business development culture and develop a robust NPD pipeline tailored to channels
  • Develop and execute effective NPD launches.
  • Review- analyse and approve BU sales budgets and forecasts and recommend activities to ensure the achievement of volume- sales and profit targets
  • Represent and negotiate on behalf of the company at the industry level on significant accounts
  • Provide visibility to the commercial organisation to drive profitable top-line performance
  • Monthly- weekly- and daily reporting- including Distributor and End User performance and P&L results.
  • Ensure effective spend of Deals and Allowances and Marketing expenses. Profitability analysis- ROI with Sales team D&A Ownership and Forecast Revenue.
  • Drive activation and measurement of the plans and programs with the Sales & Marketing teams. Collaborate to achieve alignment and outcomes within a set delivery timeframe
  • Execute effective roll-out of price increases to the market.
  • Provide analysis on the impact of any price changes from a financial perspective and in terms of overall strategic impact. Quantify gross margin impacts and break-even points

About You

  • Bachelor’s degree in related business fields
  • MBA or post-graduate qualification in a related field
  • Specific experience working with business partners on pricing- either through a trade finance- category development- trade marketing or direct account role
  • Experience working with Business intelligence systems
  • Demonstrated ability to lead change in a diverse organisation
  • Coaching/lead/managing a diverse profile of people
  • Work experience in consumer products and B2B environments and/or Food Service markets.
  • Experience in working with all levels of management

Benefits Program

We empower our people to own their work- and it’s true our employees are our competitive advantage – so we take care of our Kraft Heinz family with our ‘Live Well’ benefits program:

  • Hybrid Working- flexibility around when and where you work
  • Free Food - our kitchen is fully stocked with our products for you to enjoy!
  • Gatherings - monthly drinks & nibbles- End of Year Celebration
  • Wellbeing - annual health checks & flu shots- onsite wellbeing sessions & webinars
  • Volunteering – volunteer days with Foodbank- meal packing events for our Global partner Rise Against Hunger
  • Parental Leave - 12 weeks paid parental leave for primary caregivers
  • In-house training programs - Access to our online learning platform- Ownerversity for continuous learning and development
  • Career Development - Opportunity to be mentored by excellent leaders and have on-the-job skill development and coaching
  • Cultural Leave - Two days paid leave per calendar year for the purpose of fulfilling or observing religious- ceremonial or culturally significant days

The Kraft Heinz Company Australia & New Zealand is an equal opportunity employer committed to providing a working environment that embraces- promotes and values diversity and inclusion. Research shows that candidates from underrepresented backgrounds hesitate to apply for roles if they feel they don’t meet 100% of the criteria. So- if this opportunity excites you and you think you have skills and experience that can add value (even if not specified)- please don’t hesitate to apply!


About Us

The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. Our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious!

Our Culture of Ownership, Meritocracy and Collaboration

We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day.

As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone. You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.

Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.