Mot Channel Senior Manager, Singapore

**Requisition Id**:2463**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 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
This role 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.
Job Description
- Develop, manage and execute the channel strategy, communicating the channel's vision and roadmap.
- 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.
- Drive best-in-class Modern & Luxury On-Trade 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.
- 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.
- Responsible for all people management aspects for Modern & Luxury On-Trade team (recruitment, performance management, people development)
- Lead, coach, develop and drive a high performing, capable Modern & Luxury On-Trade team through strong leadership to achieve Commercial (sales and volume revenues, profit maximisation) and brand plans at Trade.
Skills and 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 management and stakeholder management experience.
- Understanding of the Modern & Luxury On-Trade dynamics of the wine and spirits landscape in Singapore
- Understanding of the luxury/prestige consumer goods market in Singapore
- Appreciation for wine and spirits category, and the nightlife lifestyle
- Driven, self-motivated, proactive and positive with a can-do mindset
- Well-developed stakeholder management skills (internal/external)
- Strong negotiation, numerical and analytical skills
- Strong interpersonal, customer relation and communication skills