HORECA & Off-trade Retail Channel Snr Manager

**Requisition Id**:1757**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 (HOC), Singapore - the Horeca & Off-Trade Retail Channel Snr 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 optimisation) and brand presentation in the Horeca & Off-Trade Retail for the Singapore market across TEG portfolio.

The Horeca & Off-Trade Retail represents 50% weight to total Trade business in Singapore, with >250 outlet business partners comprising of Horeca (hospitality, premium restaurants, fine dining venues) and Off-Trade Retail (offline specialist liquor stores, online e-Retailers, department stores, fine food purveyors/grocers).

The key objective of the Horeca & Off-Trade Retail 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. The Horeca & Off-Trade Retail Channel Snr Manager, Singapore is responsible to develop the Horeca acceleration roadmap for TEG portfolio leading with The Macallan then with The Glenrothes, lead the Horeca & Off-Trade Retail 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 Horeca & Off-Trade Retail to meet Company targets for growth, profitability and increase/sustain TEG’s market leadership in the competition landscape.
- Drive best-in-class Horeca & Off-Trade Retail Distribution Segmentation and Strategic Visibility execution excellence with The Macallan as primary focus through implementation of key programmes such as Spiritual Home and strategic collaboration with key accounts to continuous elevate the salience and brand equity at Trade.
- Continuously assess the addressable outlet universe (including quality of outlet distribution) to acquire and penetrate into new accounts for TEG portfolio to prepare for future growth opportunities.
- 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**
- Lead, guide and manage a team of 2 members. Responsible for all people management aspects such as recruitment, performance management, people development.

**Customer Relationship Management**
- Effectively negotiate outlet contracts with customers with the aim to maximise 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 Horeca & Off Trade Retail.
- Actively uses Sales Force and Power BI’s relevant reports/dashboards to monitor, drive and improve team’s sales callage and productivity.
- Develop the relevant business analytics and insights to monitor and report on consumer trends and competitor activity to feed into the business plans (as when/where appropriate).
Skills and Experience

**Professional Experience**
- At least 10 years B2B sales leadership or national key account management capacity in premium consumer g