Chinese Translation

Roles & Responsibilities

Understand your role as a salesperson
and get to know your key stakeholders at
Henkel
Customer Centricity

Put yourself n the shoes of your customer

Compliance & Antitrust

How to behave in a compliant way
RESPECT HENKEL VALUES
Our values guide all our actions, decisions
and behaviors.

Every day, we need to take decisions in a

highly volatile environment. At the same
time, we are highly diverse, coming from
diverse cultural backgrounds, having
different experiences and operating in a
broad range of markets. That’s why clear
values which are understood and lived by
everyone at Henkel are so important for
our future success.

KNOW HENKEL’S BRANDS & PRODUCTS

Brands are Henkel’s biggest assets, while

the products are the lifeblood of our
brands.

At Henkel Consumer Brands our brands

are our biggest asset. As a salesperson
you are the ambassador of Henkel and
our brands towards the customer.
Therefore, you should be well informed
about our brands, products and
categories.

UNDERSTAND HENKEL
STRATEGY & FINANCIALS

Henkel Strategy, Purposeful Growth

Agenda, Financial Targets &
Achievements help you understand what
success look like.
For your customers you are the first point
of contact at Henkel Consumer Brands.
Therefore, you also should familiarize
yourself with Henkel‘s strategy, financial
targets and achievements as well as latest
news from Henkel.

DEVELOP STRONG CUSTOMER

RELATIONSHIP

Putting the customer at the center of

what we do is one of Henkel’s values.

Build relationships with your customer to

achieve the set targets
Treat your customers as partners
Be a door opener for our experts to
connect with their counterparts
CONTINUOUSLY LOOK FOR
GROWTH OPPORTUNITIES
The main target of a salesperson is to
maximize profitability, turnover and
market shares.
Negotiate optimal conditions and counter
performances
List the right assortment
Secure best in-store placement
Implement attractive promotions
STAY IN TOUCH WITH RETAIL REALITY
The point-of-sale is the most important
shopper touchpoint for our brands –
know it well and manage it with
excellence.

Conduct physical and online store checks

Communicate closely with the field force

Monitor competitor activities

Forecast accurately

Accurately forecast your sales estimation.

Ensure product availability to meet the

aims of the sales plan
Avoid over-estimation, as this can lead to
high stock, higher costs and lower
profitability
Plan thoroughly
Thoroughly plan the execution and
achievement of business targets.
Ensure that the customer plan meets your
target
Continuously improve your plan
Specify actions
Calculate the financial impact
Control your budget
Manage trade spends to deliver solid ROI
within budget.
Manage the sales budget
Ensure profitable investments

Good selling and negotiation skills are

both needed to obtain the maximum out
of a client collaboration.

Know the difference between selling and

negotiating
Convince customers of our proposals
Negotiate with excellence

Salespersons are the frontrunners of

Henkel who negotiate with customers in a
fair and compliant manner.

Always show compliant, ethically, and

legally appropriate conduct
No illegal contact with competitors
No interference with trade pricing
No unfair discrimination through
Category Management
No abuse of dominant market positions,
especially not through rebates blocking
_x0003_the market
Supply Chain & Demand Planning
Customer Service
Marketing
Shopper & Trade Marketing
Category Management
Net Revenue Management
Controlling & Finance
Legal
Partnership
How you do things
Current ways of working and success in
building advocacy
Execution
What you do
Current operational effectiveness and
delivery
Reputation
Who you are
Your suitability and fit as a long-term
partner
Vision
Where you're going
Ability to identify opportunity and thrive
in an ever-changing landscape