SALES Sales Development Manager Developing and coordinating: the implementation of marketing campaigns, the company category management procedure, and merchandising and trade marketing activities. MISSION  Marketing / Sales Interface Communicating the marketing message on the field (preparing sales aids, arguments and tools) Establishing priorities and campaigns for sales cycles Controlling and monitoring the presence and correct use of sales tools on the field Translating the marketing discourse into a sales argument for the field Planning and leading Retail Chain / Marketing meetings (Marketing and Sales Committee; Task Forces)  Piloting activities for sales cycles and developing suitable tools Monitoring field objectives including numerical distribution objectives Developing tools to stimulate the team (challenges, etc.) Helping to develop training for sales teams  Trade Marketing Developing promotional campaigns Taking part, with promotion agencies and retail chain marketing departments, in the statistical analysis and evaluation of actions Turning the brand promotion plan into a trade marketing plan Where applicable, taking part in Group cross functional procedures through the "Promotion" task force  Category management Disseminating the category discourse to be presented to retail chains Implementing partnerships with retail chains in conjunction with Category Management Validating merchandising recommendations (type of needs, stocks) for the subsidiary Field training for category presentations Analysing panels (Nielsen, etc.) to be communicated to the Sales Department Taking part in the Group's cross functional procedures in liaison with customer groups (Business Reviews, etc.) and Merchandising  Merchandising Writing specifications for the shelving display Explaining the merchandising policy to retail chains and carrying it out (as needed) According to the situation, preparing and leading merchandising task forces (consumers, communications professionals, merchandising agencies) Validating linear reports and analysing results (according to the situation: organising linear reports) Drafting and using Point-of-Sale Advertising Taking part in Group cross functional procedures: - "Promotion" task forces - Merchandising interface - Working with "customer cells" MAIN ACTIVITIES  Training: Postgraduate qualification specialising in Marketing, for example Professional Masters or business school  Experience: On-the-ground sales and Marketing: years (Head of Area – Regional Head of Sales – Head of Brand) REQUIRED PROFILE  Internal Sales Department Marketing (Head of Group – Head of Brand) Retail chain director On-the-ground sales director – Regional Head of Sales Sales TED Merchandising Supply chain  External Promotional Agencies Retail chain marketing National and regional retail chain manager PROFESSIONAL RELATIONSHIPS Page 1/2 ALSO KNOWN AS: Sales Development Director Trade Marketing Manager

Thorough Methodical Ability to anticipate needs Reactivity Organisational and planning techniques Planning and prioritising actions and field operations (promotional campaigns, etc.) Designing resources and tools for controlling the implementation of sales agreements for Heads of Areas ORGANISATION Adherence to procedure Methodical Shrewd judgement Ability to summarise Knowledge of marketing and Trade Marketing Knowledge of merchandising Benchmarking techniques Computing techniques Analysing panels (Nielsen, Secodip, etc.), merchandising survey results and the finding of task forces and translating them into operational language Competitive watch: analysing the competition, benchmarking, analysing competitors' merchandising and trade marketing strategies Using specific merchandising software PROCESSING INFORMATION Creativity Ability to anticipate needs Capacity for analysis and shrewd judgement Pro-active In-depth knowledge of Mass Retail Distribution Knowledge of Retail chain strategy Knowledge of the market Analysing the department and the market and drawing up a category and merchandising strategy Having a short and mid-term strategic vision for the department Recommending trade and merchandising actions STRATEGIC ANALYSIS Persuasiveness Oral and written expression Ability to summarise Teaching ability Attentiveness Communication techniques Leadership techniques Sales techniques Selling projects internally and externally Developing arguments Training field teams in sales methods and tools Summarising and putting into action the marketing and category presentation Leading task forces COMMUNICATION ATTITUDESKNOWLEDGEKNOW-HOW: being capable of...KEY SKILLS Sales Development Manager SKILLS PROFILE Page 2/2