Sales Manager

7 days ago

Singapore Pernod Ricard Full time

Overview Join to apply for the Sales Manager (WHS & OFFT)role at Pernod Ricard . Reporting to the Head of Sales, the Sales Manager – Wholesalers & Off-Trade, will be responsible for leading the Wholesalers & Off-trade Team to drive achievements of the team’s quantitative and qualitative objectives. The role drives the ongoing transformation of the ways of working and management of all PRS Wholesalers, and designs and implements the Off-Trade channel strategy. The main objective is to enhance PRS brands presence on the ground, grow PRS revenues and market shares, and capture new business opportunities across the full PR portfolio and in all relevant categories. Covering both On-Trade and OFT channels, the role has direct oversight over all Off-Premises channels including Modern Off-Trade Key Accounts (MOFT), Premium Off-Trade (POFT) and E-Commerce (ECM), and collaborates with the On-Trade sales team to develop the business further. Responsibilities Drive P&L objectives (Volume, Net Sales, Gross Margin) with strategic management of commercial enablers. Shape the implementation of Allowances & Discounts (A&D), Trade Advertising & Promotion (A&P) budgets and Pricing Policy through collaboration with FP&A, Trade Marketing and Commercial Excellence teams. Improve Ways of Working and build strong relationships with customers, aligning efforts with the company’s commercial objectives. Build PRS as the preferred partner in key strategic accounts through active stakeholder engagement and joint business plans. Drive maximum business impact and ROI through strategic negotiation and data analytics. Design and implement Channel Growth strategies and plans to drive distribution and rotations at scale for all PR brands in line with the company strategy. Develop and implement commercial and trade marketing plans and activities calendar at sub-channel level, identifying key accounts for the Off-Premises channel and key Wholesalers to achieve quantitative and qualitative KPIs. Design and execute Portfolio PVA strategy by sub-segment across the Off-Premises channel. Prospect new POFT accounts, grow the Prestige+ portfolio, and drive new business across priority channels. Design and roll-out product-portfolio-wide programs for key festive moments in collaboration with Wholesalers and customers (e.g., 7-Moon, F1, Deepavali, Xmas, CNY, V-day, National Day). Plan tactical trade promotions and trade incentives; set PVA targets for Wholesalers and Off-trade across sub-channels. Lead internal business planning and analysis for Wholesale and OFT channels; act as Commercial lead in S&OP and S&MP processes with On-Trade Channel Leads. Annual and monthly channel activity reporting; analyze performance metrics such as sell-in, sell-through, and pricing movements. Lead continuous improvement in Ways of Working, Commercial Policy and RTM Effectiveness. Lead Wholesaler RTM optimization initiatives: term optimization, policy review, and ongoing assessments of distribution partners to drive PR growth. Collaborate with Top Wholesalers on Joint Business Plans; enhance data usage, market intelligence, and education of wholesalers’ staff to PRS brands. Review and optimize the route-to-market strategy to improve Off-Trade profitability. Manage, guide and coach a team of 2 direct reports (1 Key

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