Senior Sales Officer

2 days ago

Tuas, Singapore Heineken International B.V. Full time

MAJOR ROLES & RESPONSIBILITIES:
Sales Approach
- In consultation with the Area Sales Manager, develop a sales plan for the assigned segment/district that will support sales volume achievements. The plan shall include a good understanding of the segment/district as well as customers’ requirements to ensure win-win collaboration.
- Establish a solid relationship with the outlet through customer engagement, understanding of customers’ need and explore and pursue opportunities to increase sales. Inclusive that of competitors’ outlets.
- Review and manage business terms and conditions (including volume incentive, trade & Consumer initiatives, etc) to ensure successful contract negotiation and optimization of Advertising & Promotions efforts. Be sensitive to cost and profitability.
- Partner and participate in Advertising & Promotions efforts to sell in value proposition(s) of ABPS and to be able to present these in context to address customer needs. Prepare and present business plan and review monthly/quarterly with outlet owners to help improve business.
- Participate in cross-functional teams to execute promotional activities in outlets and review their effectiveness in increasing sales. Monitor the work of Promotion Agents during sales activities, i.e. roving, if available.
- Ensure prompt response to inquiries and resolution of questions and/or complaints; work with internal teams to ensure customer requirements are appropriately defined and addressed.
- Be on the ground and gather market intelligence with regard to trade/competitors’ activities with internal colleagues and determine appropriate counter measures.
- Maintain documentation, both electronic and physical, of sales activities in order to facilitate appropriate reporting; develop appropriate reports on customer base, potential projects and general customer satisfaction.
- Complete all sales paperwork promptly and accurately.
- Perform related duties as assigned.

In-outlet Execution
- Work with Marketing/Trade Marketing teams to execute and track progress of BTL activities in the assigned outlets. Ensure Brand strategy is followed.
- Fulfill outlet call-plan and ensure execution of Picture of Success (PICOS) in the assigned segment/district. PICOS implementation shall focus on the availability, affordability and visibility of our brands of beer.
- Maintain an organized format during each sales call, covering all important topics; effectively use IPAD as a tool to execute call objectives, update outlet listing, market intelligence/feedback, etc.

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