Modern & Luxury On-trade Channel Senior Manager

**Requisition Id**:1758**Location**:Singapore, SG, 18961About Edrington
Edrington’s vision is to give more by crafting exceptional ultra-premium spirit brands.
The Macallan is our central focus, supported by Highland Park and The Glenrothes in the fast-growing single malt category and Naked Malt in the blended malt category. Our portfolio is completed with Brugal premium rum from the Dominican Republic, The Famous Grouse Blended Scotch Whisky, and Wyoming Whiskey and Noble Oak in the American Whiskey category. Edrington also has a strategic partnership with No.3 London Dry Gin.
Edrington is headquartered in Scotland and employs over 3,000 people in its wholly owned and joint venture companies, with over half employed outside the UK. We own our route to market in 16 countries and distribute our brands to more than 100 countries around the world through joint ventures and third-party agreements.
Edrington’s principal shareholder is The Robertson Trust, which has donated £322 million to charitable causes in Scotland since 1961. Our business is underpinned by the Edrington values of giving, respect, integrity and excellence.
Position Summary

Reporting to the Head of Commercial & (Co)Owned Retail, Singapore - Modern & Luxury On-Trade Channel Senior Manager, Singapore is responsible and accountable for the Commercial Management and Customers Strategy vision, and its best-in-class execution and delivery of key commercial objectives (achievement of top line sales revenue and volume targets, gross profitability, allocation optimization) and brand presentation in the Modern & Luxury On Trade for the Singapore market across TEG portfolio. The Modern & Luxury On-Trade represents 50% weight to total Trade business in Singapore, with >250 outlet business partners comprising of Modern On-Trade (bar, bistro, private membership club) and Luxury On-Trade (ktv, entertainment venue, thai disco).

The key objective of the Modern & Luxury On-Trade segment development is to recruit and acquire new consumers by maximising brand and product availability through targeting the right quality of accounts and exceptional execution of relevant brand activations. Modern & Luxury On-Trade Channel Senior Manager, Singapore is responsible to develop the Modern On Trade acceleration roadmap for TEG portfolio leading with The Macallan then with The Glenrothes, No.3 London Dry Gin, Naked Malt, lead the Modern On Trade commercial team to achieve defined business targets/KRAs, build and maintain strong relationship with key outlet customers and inspire them to deliver best-in-class brand activations for TEG portfolio
Job Description

**Channel Strategy and Performance Delivery**
- Develop, manage and execute the channel strategy, communicating the channel's vision and roadmap.
- With leadership from the HOC, plan, establish and implement the annual sales budget (AOP), quarterly forecasts (LEs) and strategies for Modern and Luxury On-Trade to meet Company targets for growth, profitability and increase/sustain TEG’s market leadership in the competition landscape.
- With leadership from the HOC, contribute to gross-to-net revenue maximisation through effective Commercial strategies such as allocation optimisation, channel-product mix management and optimisation of selling cost/trade investments in the Modern & Luxury On-Trade segment.
- Uphold governance and controls process for Modern & Luxury On-Trade spend budgets e.g., T&E, selling cost management (trade investment) using the Sales Investment Tool (SIT) and SoDA adherence etc in accordance with company guidelines.
- Ensure outlet contracts are managed and approved using SIT following SoDa guidance, well organised and saved in a central depository

**Leadership, People and Key Stakeholders Management**
- Responsible for all people management aspects for Modern & Luxury On-Trade team (recruitment, performance management, people development)
- Provide regular updates to SEAPAC LTs and other relevant internal stakeholders on performance, Modern & Luxury On-Trade landscape, consumer trends, competition activities.

**Customer Relationship Management**
- Effectively negotiate outlet contracts with customers with the aim to maximize investment ROI and optimise price support/selling cost budget.

**Reporting**
- Ensure timely submission/receiving of required reports from customers i.e., outlet depletion (sell-out) report, inventory report, sell-through report (where relevant).
- Accountable for Sales Force and Power BI distribution data update and maintenance of data integrity for Modern & Luxury On-Trade.
- Actively uses Sales Force and Power BI’s relevant reports/dashboards to monitor, drive and improve team’s sales callage and productivity
Skills and Experience

**Professional Experience**
- At least 10 years B2B sales leadership or national key account management capacity in premium consumer goods segment, wine and spirits, F&B or hospitality segment with minimum 6 years people managemen