FMCG

We work for family businesses and scale-ups taking on the multinationals, for PE portfolio companies with a growth plan and for the big brand houses themselves.

A market that starts over every year

Consumer preferences change fast, retailers grow more powerful and margins are under pressure. A good relationship with the buyer is the basis, but not enough. A Sales Director in FMCG must also work well with marketing and category management, and bring their own team along.

What this asks of a sales leader

In FMCG the rules change faster than many organizations can keep up with. What worked two years ago in price, promotion, assortment or distribution often works differently now. Retailers set different demands, private label is gaining ground and shoppers increasingly choose on values such as sustainability. A sales leader therefore has to keep recalibrating: test the approach per category and per retailer, and organize the team accordingly.

That also calls for a different conversation with the retailer. Whoever talks to the buyer about growing the category rather than about their own margin becomes a partner instead of a supplier. Sales leaders who master that, and can teach it to their team, are scarce.

How we search

Development Driven Search® looks for the leader for whom your assignment is the logical next step. Often that is someone who learned the trade at a multinational and now wants more impact. Or the other way round: an entrepreneurial seller ready for a bigger playing field. We assess on the predictors of success in sales and on fit with your culture.

From intake to signed contract takes 8 to 12 weeks on average.

Discuss your FMCG vacancy with SalesQuarters. Call +31 20 226 90 00 or email info@salesquarters.nl. A first conversation commits you to nothing. Would you like to hear how it went for others first? We will put you in touch with a client as a reference.

Where we have done this

For BearField, known for Arizona and Charlie's Organics, we found a Business Development Director with corporate experience and an entrepreneur's mindset. CEO Pieter van den Akker: "We found someone who really fits us." We also found commercial leaders and key account talent for Pladis Group, Konings-Zuivel, De Graaf Bakeries and New Flag. Our insight into the supplier and retailer relationship was built up with clients including Unilever, Heineken and L'Oréal.

Want to talk it through?

Is your team ready for the next round with retail? In a first conversation we look together at which leader fits.

Call SalesQuarters on +31 20 226 90 00 or email info@salesquarters.nl.