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On Trade KA Manager
4 weeks ago
Manager, On-Trade KA drives pull demand at the outlet level, focusing on image driven Tier 1 and 2 outlets, and selected volume driven Tier 3 outlets, achieved through high-quality calls and activations opportunities and supports development of On-Trade strategy and direction for volume driven outlets and focus on planning and training executives who are a more on-the-ground, frontline role focusing on execution and identifying outlet-level opportunities. This role will lead allocate team members by territory to understand consumer journey across different types of account.
Role Responsibilities• Achieve agreed sales volume, distribution, revenue targets and other objectives through effective territory and people management.
• Increase brand presence and trials of strategically important brands
• Responsible for managing the day-to-day activities of on trade key account specialists, ensuring they meet their goals, and win over competition.
• Develop and execute sales plans and strategies to achieve sales targets, maximize market share, and improve sales results
• Recruit, hire, and train new sales specialists, and support the sales team by maintaining high level standard
• Set goals in collaboration with Distributor to achieve monthly, quarterly and annual on-trade targets
• Work with wholesalers and wholesalers manager lead to track/monitor progress and ensure all goals are achieved
• Successfully execute all on-premise events and use company created tracking and execution recaps as provided
• Conduct monthly/quarterly/yearly planning and market performance recap/review sessions with wholesalers’ teams to identify areas of opportunity and risk
• Lead to build and enhance relationship with key on-trade accounts in order to obtain category buy in and support of the BSI portfolio for the short, medium and long term growth.
• Manage all Sales Expenses within budget, and manage all BSI POSM
• Partner with trade marketing to reinforce on-trade commercial excellence by partnering the key accounts (on-trade) in executing best in class key account marketing and on-trade engagements plans
• Monitor productivity and performance
Functional Competencies
• Distributor and wholesaler management
• Singapore On trade channel & knowledge
• On trade engagement acumen and reporting
• Strong relationship building skills
• Strong commercial acumen, good balance between brand awareness and financial sensibility
• Strong sales & negotiation skills and Trade marketing experience
• Planning and organising
• Good presentation and communication skills
Qualification
• Excellent on-trade channel sales & trade marketing experience in the Alcohol Beverage of FMCG categories nationally preferred.
• 6-8 years’ experience in managing teams within on-trade channel & working with cross-functional teams, achieving goals on-time and with limited resources
• Proven track record for cultivating strong relationships with key external & internal partners that have resulted in strong distribution & depletion growth
• Demonstrated ability to define and successfully deliver complex projects with superior results—from business case development, negotiations through deployment
• Ability to deal with ambiguous problems and build solutions with proper project management
• Ability to influence multiple stakeholders and lead cross-functional projects
• Support the local channel strategy for the organization and takes accountability for outcomes and ongoing results, always seeking improvement
• Successfully builds relationships and earns the trust and rapport of distributor partners and key customers at multiple levels, across multiple functions
• Has a strong local mindset to unite and unleash the power of collective BSI & distributor team expertise and resources
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