Job Description
The Top On Trade Accounts Manager (Premium Spirits) reports to the HORECA & Premium Spirits Sales Director.
Key Accountabilities
Develops, implements & evaluates key on-trade customer plans
Generates Customer Insight & Analysis
Supports On-Trade outlet segmentation (Gold, Silver, Bronze) through the team
Negotiates and manages On-Trade Agreements
Develops Tailor Made Sales Drivers Activities (Visibility, Distribution, Persuasion, Quality, Price)
Evaluates and measures effectiveness of key initiatives/activities
Develops & Monitors On Trade Agreements by status report per activator, area, region
Controls invoices of promos, tailor made sales activities, Point Of Sales (POS) regarding On Trade Agreements.
Manages Key On-Trade Customers at volume, Net Sales Revenue (NSR) & Net Contribution level-achievement of all critical KBIs (NSR, financials, RED (Right Execution Daily), etc.)
Customer satisfaction
Coaches peers on issues related to On Trade Activation
On-route coaching & feedback direct reports and Field Sales HORECA ( Hotel ,Restaurant and Cafeteria) team
Implementation of capability development plan
Drives On Trade Activation strategy in the market (customer negotiations, leading at peer level & upwards)
Develops annual business plan for On Trade Activation and relevant key customers
Significant contribution in the development of the monthly activity plan with Customer Marketing team
Sets performance management routines with own team, Field Sales & wholesale teams to review account plans progress
Develops strategic partnerships with key customers
Builds alliances with key cooperating departments through common routines (Field Sales, Ho.Re.Ca, wholesales, customer marketing)
Develops a cross-functional team approach in account management for joint value creation
Exploits all opportunities in the market through the team for maximizing results
Ensures successful launching of all new products/categories
Desired Skills, Qualifications and Experience
University Degree ideally business related (i.e. Sales, Marketing, etc.); good command of English will be considered as additional asset.
Minimum of 6 years of proven operational track record in Sales/ Commercial.
Minimum 4 years of managerial experience, preferably in a large manufacturing companies
Customer Centric oriented;
Listens actively and challenges processes and structures;
Open to ideas and improvements submitted by customers and others.
Sound Sales/ Commercial related operational knowledge, complete value-chain/ system knowledge including TCCC.
MS Word/ Excel/ Power Point user
Overall commercial understanding
On Trade Activation experience
Key Account Management
Financial acumen & resources management
Selling & negotiation with large customers
Operational planning & performance management
Analytical thinking & synthesis to drive decision making
Communication (oral, written, presentations, influencing)
Building successful & mutual benefit relationships
Key Skills:
Ability to manage through several layers.
Ability to read and interpret market data and competitive response.
Ability to make and communicate hard decisions and courage to stay the course.
Deep business understanding.
Ability to think in terms of functional sustainability rather than short term wins.
Business planning.
Ability to think in terms of profitability and sustainability rather than functional capability.
Contingency planning.
Ability to think tactically and strategically.
Ability to set standards for management/ business performance.
Communication and interpersonal skills.
Negotiation Skills.
Effective Presentations Skills.
Emotional maturity, integrity.
Ability to lead and manage change.
Good project management skills
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