I joined the Group in 1993. I sent off an application form as soon as I heard that a former student of my Engineering College (ESITPA – College of Agricultural Engineers and Technicians), was a Lactel Regional Manager. The Group was already at the pinnacle of the French dairy industry and working for one of its companies was very prestigious for a young graduate.
How were you welcomed into your team ?
I spent four days in Roquefort learning about all the Departments (Telesales, Commercial, Marketing, Logistics, R&D etc), not to mention the visit to the Caves which included a special welcome from the Master Refiner, who taught me to love Cheese ! I spent some time visiting clients with the Head of each Sector. After that, an 8-week long Integration Plan gives new Heads of Sector time to become fully confident in their jobs.
What are the Regional Sales Manager's main responsibilities today ?
This position combines both operational and managerial dimensions :
- initial and continuing training for Heads of Sector (accompanying them as they do their jobs, sales techniques, merchandising etc.)
- running the team (fortnightly assessments, regional meetings) : being 'the person who conveys National strategies'
- steering Head of Sector activities, both sales-related (setting and monitoring targets) and administrative (managing operations throughout the Region).
The other task, which is more 'Structural', consists of helping to draw up sales methods, Regional Action Plans or managerial tools (initial training programmes, advanced training programmes, annual evaluation materials etc.).
Which skills are essential for the job ?
You have to be independent, because the Regional Sales Manager has to 'sail his/her ship', ensure that your team makes progress and achieve results with the resources at your disposal. I think human qualities are more important than skills : being a good listener, being available, being a good communicator, but also and above all KNOW HOW TO TEACH. Analytic and reasoning skills, discipline and organisation are also important.
Where can you go from here ?
Vertically : Sales Manager, Brand Manager or Division Manager.
Horizontally : Regional Key Account Manager, Methods and Tools Manager, Sales Development Manager, but also towards other sectors, such as Marketing, HR, Logistics, Export... There are a large number of possibilities for horizontal mobility : you have to set up an individual Professional Plan to take you where you want to go...
