Job Reference: 1219 Industry: FMCG – Fast Moving Consumer Goods Function: Commercial & Communication Job Descriptions

The HoReCa Sales Executive represents one specific beverage product in their area, gaining the customers confidence, securing the availability and visibility at POS and being responsible of the continuous volume growth.
S/He will constantly detect business opportunities and trends in their area, build up a strong network of decision makers, possessing strong negotiation skills, and fostering a solution-oriented mindset.

“Living” the product On Premise Culture:

Assume and live the product OP Culture. Creation of “kindred spirits”
Seen as a credible and knowledgeable person to know in the On Premise.
Demonstrates that they are seen as a “Do it now” person by influential contacts, brilliant knowledge and leverage of all brand properties
Live and breathe the nightlife environment
Engage key consumers through innovative activation that differentiates product from other drinks.
Take responsibility for personal development and development as a Trade Marketing Manager

Communication:

On premise Know-how and product culture transfer to our customers
Permanent teamwork with other Trade Marketing Manager and communication with National On Premise Manager
Develop relative industry relationships (DJs, Promoters, Endemic Magazines, etc.) that results in business building initiatives.

Event Activation:

Ensure availability and premium High 5 execution around 3rd party and product events. Negotiate and execute, pro-actively searching for opportunities to implement creative elements that drive brand image and to offset money
Attendance on key 3rd party and product events
Organize incentives for customers under previous authorization of his superior. Searching the profitability of all invitations.

Territory Management:

Grow & protect On Premise accounts in the Area. Permanent analysis of the territory and account specific business to find opportunities and to drive distribution
Correct positioning of the brand and the product portfolio in the territory
Identification, care and continuously development of local and regional On Premise accounts by a proper Route Planning
Set volume goals with each account that includes execution against product KPI’s. Review business volume and all business building initiatives permanently
Drive cooperation with the local Distributor’s Sales Force in order to reach an adequate numeric distribution
Routinely perform Staff Education/Energizers to ensure brand understanding, perfect serve, and encourage optimum pricing.

Administration:

Permanent optimization of all OP Tools (OP Knowledge Base, Infonet, CRM, Warehouse, POS …)
Negotiate and implement commercial partnership agreements.
Offset funds from financial contribution to added value.
Fulfillment of report dead lines
Management of the local on-premise Budget. Bottom up planning and tracking of all marketing tools.

Market Research:

Observation and reports of competitor activities
Active search of new opportunities for the Business in the region
Identification of EPC outlets.

On Premise Marketing:

Putting the On Premise marketing strategy into practice
Maintain and utilize tools appropriately (Point of sale materials) to drive vertical growth. Ensure that all marketing tools are staged in the right accounts according to international on -premise guidelines
Engage and differentiate the brand through innovative support following the On Premise vision of bringing added value to our customers.

Key Priorities:

Securing the fulfilling of all International and national On Premise guidelines and the execution standards to reach a vertical growth in their customers. Continuously tracking of results accordingly.

High 5 Execution:

Perfect Serve: Ensure a cold product can is given to consumer when ordered as part of a mixer or as a stand-alone beverage
Perfect Visibility: Stages perfect visibility in order to optimize sales
Consumption Activation: Sells in appropriate consumption activation tools and communication pieces
Right Price: Encourage the optimum price for product in all managed accounts as per international guidelines
Menu placements: Ensures products are listed as per international guidelines on each menu as a stand-alone beverage and as part of a long drink.

Expectations

University degree preferred (Business, Marketing or similar).
Minimum of 4 years’ experience in sales and marketing in FMCG with track record of success
Strong On Premise industry knowledge, contacts and experience in the On Premise
Clear understanding of markets, sales & distribution, competition activity, consumer behavior in FMCG context
Excellent written & spoken English
Strong Analytical & Planning skills
Outstanding local market knowledge, contacts and experience in “the scene”
Ability to manage and cultivate good relationships
Negotiation and Objection Handling skills.
Business and scene savvy, committed, passionate and able to live late night lifestyle
Must be proficient in EDV (Word, Excel, Power Point, etc.)
Solution oriented and “Do-it-now” attitude
Strong Personality, Presence, Strong Work Ethic, Style, Persistent, Reliable, Self-Aware, Sociable, Flexible Availability, Self-motivated, ambitious
Able to manage time and workload to optimize effectiveness and efficiency
Self-starter
Ability to work with minimal supervision.

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