Acosta
Regional Sales Manager
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Acosta
Location: Cambridge • Salary: £35,000 – £36,300 • Contract: Permanent Full Time • Closing Date: 29 December 2025
Overview The Regional Sales Manager works in conjunction with the National Sales Manager and a syndicate of eight categories within the Nestlé in‑market model (NIM). The role involves providing input into the sales plans for the Account, adding value and driving commercial development initiatives, executing agreed category sales plans, and achieving predetermined KPIs through effective leadership of the category sales plan and team.
Key Tasks and Responsibilities
Employ the appropriate team and talent to ensure continuous delivery of the Nestlé category sales plan.
Achieve KPIs within the current regional field sales budget.
Implement in‑store interventions and work with the National Sales Manager to revise category sales plans.
Prepare and hold monthly meetings to ensure performance against all KPIs.
Drive an activity plan with your region to drive performance.
Effectively brief the regional team for success, e.g., point of sale materials.
Execute league tables, case studies, additional incentives and newsletters to encourage healthy competition.
Effective Performance Management
Lead and coach direct reports to ensure the team achieves predetermined KPIs and SLAs.
Track, monitor and adapt to market conditions to ensure the achievement of bonus/KPI payment criteria.
Ensure the Nestlé and Group business strategy, vision and objectives are understood by all Field Sales Executives and that they are motivated to deliver against them.
Coach, develop and train the team, driving motivation and performance.
Ensure clear development plans for all the team are implemented and managed based on KPIs, performance and values, aligned with the annual appraisal process and 1‑2‑1 discussions.
Ensure vacancies are actioned in a timely manner, resulting in minimum loss of coverage.
Create an ongoing plan for reducing disruption and cover for any vacancies.
Identify the talent pipeline to create future leaders.
Recruit against up‑to‑date job descriptions to bring the best people into the business.
Team Leadership
Carry out individual performance appraisals and implement personal development plans.
Motivate the team to maximise their potential for themselves and Nestlé.
Conduct individual development days and coaching sessions in the field to improve performance.
Ensure each Field Sales Executive clearly understands their job role and key result areas.
Stakeholder Management
Build key relationships with relevant stakeholders within Nestlé that are part of the regional contact plan.
Attend and give regional input at reviews and business development meetings with Nestlé contacts when required.
Work with the National Sales Manager to ensure an understanding of the client's business goals, challenges and budgets to seek out opportunities, creating a sustainable partnership approach.
Develop relationships during client visits to gain greater understanding of the business and identify additional opportunities to grow business.
Work with the National Sales Manager to develop regional operational plans to find opportunities to grow relationships, sales and talent pipeline.
Reporting / Insight / Evaluation
Drive outstanding performance and solutions through actionable insight of the region.
Analyse results and KPIs, offering substantiation of performance and implementing appropriate changes to operational plans for future improvements.
Identify gaps and implement appropriate changes to operational plans to drive increased performance, revenue and contribution margin.
Evaluate all available data (Power Bi reports, etc.) to provide relevant actionable insight to Field Sales Executives, to drive regional and individual KPI achievement.
Analyse and provide Field insight to the National Sales Manager for future opportunities or challenges, to drive continuous improvements, including Flexforce involvement.
Communications
Attend meetings with the national Field team when required to discuss and provide input into and share updates on your regional performance.
Contribute to company initiatives as appropriate.
Communicate Group values and beliefs to your team, ensuring all relevant information is clearly understood.
Effectively communicate all Group messages to your regional team and to your line manager.
Ensure best practice is shared across the Group via internal meetings.
New Business
Keep abreast of trends, news and information concerning the industry and market.
Participate in high‑profile store visits with Nestlé to maximise future opportunities.
Provide regular written, verbal and electronic communication to your line manager of all identified areas of feedback or opportunities.
Data Recording & Reporting
Regularly analyse regional performance and production of weekly and monthly reports, as agreed with your line manager.
Regularly analyse regional team performance to ensure all data recording and reporting are accurate and to the standard required. Coach colleagues where improvement is required.
Compliance
Ensure that all Field Sales Executives complete retailer accreditation schemes and GDPR tests.
Ensure that all Field Sales Executives have a full understanding of each retailers' expected standards of performance and conduct within stores.
Technical
Ensure a comprehensive understanding for self and the regional team of 360 script and tablet/phone operation, to optimise data capture.
Ensure the execution of rapid response and data alert interventions to drive team performance.
Financials
Control all regional budgets, managing costs ensuring no budget overspend.
Provide input to budget reconciliation and forecasting processes each month with the National Sales Manager as appropriate.
Administration
Validate Field results by carrying out the specified number of audits required by the regional Field audit procedure.
Other Requirements
Maintain awareness of and always follow company policies and procedures.
Take personal responsibility to comply with health & safety regulations.
Take responsibility for your own personal development and ensure all mandatory training is completed on time. Ensure your team is up to date with Acosta University and Continuum training.
Adhere to all GDPR policies.
Manage MIS development, roll out of new equipment or software development programmes.
Ability to undertake significant travel.
Essential Knowledge and Skills
Excellent verbal and written communication, able to interact and influence at all levels.
Good organisational and planning skills.
IT literate, proficient in PowerPoint, Excel and Word.
Team leadership and budgetary skills.
Commercial awareness.
Ability to evaluate and adapt category sales plans as required.
Ability to manage poor performance issues with the team.
Conflict management and resolution skills.
Highly Desirable Experience
Previous retail, FMCG and/or sales experience desirable but not essential.
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–
Acosta
Location: Cambridge • Salary: £35,000 – £36,300 • Contract: Permanent Full Time • Closing Date: 29 December 2025
Overview The Regional Sales Manager works in conjunction with the National Sales Manager and a syndicate of eight categories within the Nestlé in‑market model (NIM). The role involves providing input into the sales plans for the Account, adding value and driving commercial development initiatives, executing agreed category sales plans, and achieving predetermined KPIs through effective leadership of the category sales plan and team.
Key Tasks and Responsibilities
Employ the appropriate team and talent to ensure continuous delivery of the Nestlé category sales plan.
Achieve KPIs within the current regional field sales budget.
Implement in‑store interventions and work with the National Sales Manager to revise category sales plans.
Prepare and hold monthly meetings to ensure performance against all KPIs.
Drive an activity plan with your region to drive performance.
Effectively brief the regional team for success, e.g., point of sale materials.
Execute league tables, case studies, additional incentives and newsletters to encourage healthy competition.
Effective Performance Management
Lead and coach direct reports to ensure the team achieves predetermined KPIs and SLAs.
Track, monitor and adapt to market conditions to ensure the achievement of bonus/KPI payment criteria.
Ensure the Nestlé and Group business strategy, vision and objectives are understood by all Field Sales Executives and that they are motivated to deliver against them.
Coach, develop and train the team, driving motivation and performance.
Ensure clear development plans for all the team are implemented and managed based on KPIs, performance and values, aligned with the annual appraisal process and 1‑2‑1 discussions.
Ensure vacancies are actioned in a timely manner, resulting in minimum loss of coverage.
Create an ongoing plan for reducing disruption and cover for any vacancies.
Identify the talent pipeline to create future leaders.
Recruit against up‑to‑date job descriptions to bring the best people into the business.
Team Leadership
Carry out individual performance appraisals and implement personal development plans.
Motivate the team to maximise their potential for themselves and Nestlé.
Conduct individual development days and coaching sessions in the field to improve performance.
Ensure each Field Sales Executive clearly understands their job role and key result areas.
Stakeholder Management
Build key relationships with relevant stakeholders within Nestlé that are part of the regional contact plan.
Attend and give regional input at reviews and business development meetings with Nestlé contacts when required.
Work with the National Sales Manager to ensure an understanding of the client's business goals, challenges and budgets to seek out opportunities, creating a sustainable partnership approach.
Develop relationships during client visits to gain greater understanding of the business and identify additional opportunities to grow business.
Work with the National Sales Manager to develop regional operational plans to find opportunities to grow relationships, sales and talent pipeline.
Reporting / Insight / Evaluation
Drive outstanding performance and solutions through actionable insight of the region.
Analyse results and KPIs, offering substantiation of performance and implementing appropriate changes to operational plans for future improvements.
Identify gaps and implement appropriate changes to operational plans to drive increased performance, revenue and contribution margin.
Evaluate all available data (Power Bi reports, etc.) to provide relevant actionable insight to Field Sales Executives, to drive regional and individual KPI achievement.
Analyse and provide Field insight to the National Sales Manager for future opportunities or challenges, to drive continuous improvements, including Flexforce involvement.
Communications
Attend meetings with the national Field team when required to discuss and provide input into and share updates on your regional performance.
Contribute to company initiatives as appropriate.
Communicate Group values and beliefs to your team, ensuring all relevant information is clearly understood.
Effectively communicate all Group messages to your regional team and to your line manager.
Ensure best practice is shared across the Group via internal meetings.
New Business
Keep abreast of trends, news and information concerning the industry and market.
Participate in high‑profile store visits with Nestlé to maximise future opportunities.
Provide regular written, verbal and electronic communication to your line manager of all identified areas of feedback or opportunities.
Data Recording & Reporting
Regularly analyse regional performance and production of weekly and monthly reports, as agreed with your line manager.
Regularly analyse regional team performance to ensure all data recording and reporting are accurate and to the standard required. Coach colleagues where improvement is required.
Compliance
Ensure that all Field Sales Executives complete retailer accreditation schemes and GDPR tests.
Ensure that all Field Sales Executives have a full understanding of each retailers' expected standards of performance and conduct within stores.
Technical
Ensure a comprehensive understanding for self and the regional team of 360 script and tablet/phone operation, to optimise data capture.
Ensure the execution of rapid response and data alert interventions to drive team performance.
Financials
Control all regional budgets, managing costs ensuring no budget overspend.
Provide input to budget reconciliation and forecasting processes each month with the National Sales Manager as appropriate.
Administration
Validate Field results by carrying out the specified number of audits required by the regional Field audit procedure.
Other Requirements
Maintain awareness of and always follow company policies and procedures.
Take personal responsibility to comply with health & safety regulations.
Take responsibility for your own personal development and ensure all mandatory training is completed on time. Ensure your team is up to date with Acosta University and Continuum training.
Adhere to all GDPR policies.
Manage MIS development, roll out of new equipment or software development programmes.
Ability to undertake significant travel.
Essential Knowledge and Skills
Excellent verbal and written communication, able to interact and influence at all levels.
Good organisational and planning skills.
IT literate, proficient in PowerPoint, Excel and Word.
Team leadership and budgetary skills.
Commercial awareness.
Ability to evaluate and adapt category sales plans as required.
Ability to manage poor performance issues with the team.
Conflict management and resolution skills.
Highly Desirable Experience
Previous retail, FMCG and/or sales experience desirable but not essential.
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