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Channel Sales Lead, International ONT

2 months ago

Singapur, Singapore Pernod Ricard Full time
  • Co-Design Commercial & Trade Marketing Strategies & Implementation Plan to grow top line across the channel
  • Outlet contracting strategy and framework (outlet call plans for self and for CDP managed, continuous improvement of contract commercial terms & conditions),
  • Portfolio PVA strategy by sub-segment and Identification of key accounts
  • Design and implement plans to improve distribution and rotations at scale of Pernod Ricard brands across contracted outlets, leveraging Easy 24 eB2B tool: planning of tactical trade promotions & trade incentives, setting of PVA targets for contracted outlets
  • Define Targets of PVA & sales generated for the channel managed and Build VA & TPTI (Visibility, Activation, Tactical Promotions and Trade Incentives) & Calendar & target sales per activity for Key Outlets
  • Actively drive new business growth across the channel: Prestige+ Whisky & Cognac, Ultra-Premium- Whisky & Gin, Eco-spirits scale up
  • Implement Plans to grow top line & drive Consumer Engagement in L3F with Accounts managed by the International ON Trade Team
  • Build and maintain strong relationships with channel partners, understanding their needs, addressing any concerns or issues, while aligning their efforts with the company’s overall commercial objectives
  • Perform sales calls on contracted and prospect outlets in the channel
  • Conduct contracts negotiations , within investment guidelines to optimize profitability for PRS
  • Drive sell-through (volume, net sales, contributive margin)
  • Onboard new outlets on Easy24 and ensure Easy24 adoption by all current outlets
  • Process backend sales claims for contracted outlets

Specific Focus on Key Accounts (2-3 per segment):

  • Conduct quarterly business reviews with top Key Accounts identified
  • Review performance and develop bespoke action plans with identified gaps/risks/ opportunities.
  • Drive L3F excellence: responsible for execution of PVA plans in identified outlets through taking charge of negotiation with outlets and implementation in the L3F
  • Actively drive new business growth & market share gain through identifying new consumer trends and competitor sales in KA managed and co-developing consumer conversion tactics & strategy to PR brands with the KA
  • Partner Enablement: Providing partners with the necessary training, resources, and information to effectively sell the company's products or services. This could involve product training, sales training, and access to marketing materials.

  • Be the Internal expert of the channel enabling planning & analysis activities
  • Consolidate market intelligence on key competitors’ activities, consumer consumption trends in outlets, outlet opening/closing and trade news
  • Reporting: Providing regular reports to senior management on channel sales performance, partner activities, and market trends
  • Key point of liaison internally for marketing on the roll-out of brand activities: identify outlets targets for nationwide consumer promotions, key branding activities, etc.
  • Actively plan and manage A&D linked to the contracts in the channel (Cash sponsorship) in close collaboration with finance
  • Actively contribute in improvement of ways of working and simplification of PRS internal SOP linked to management of the channel
  • Active contributor to the S&OP exercise through providing necessary information to the Head of Sales and Sales Manager in charge of wholesalers to finetune the sales forecasts
  • Manage A&P budget attributed to the channel and evaluate the effectiveness of activities carried on to provide recommendations on future improvements of ROI.
  • Coach a team of 2 direct reports
  • Team: 1 Customer Development Partner (CDP) & 1 Brand Ambassador (BA)
  • Weekly 1-1 review with each direct report
  • Design sales call plan

Education & Experience

  • Diploma/ Degree
  • Minimum 8 years working experience with exposure to On-Trade industry
  • Experience in liquor with strong knowledge of Spirits brands
  • Proven successful negotiations; knowledge of advance commercial terms is a plus
  • Experience in team management
  • Proficient in Microsoft Office
  • Excellent command of spoken and written English

Functional & Leadership Competencies

  • Good Critical thinking and analytical skills
  • Rational mind using data to design implementation of strategies and evaluate results
  • Organised and strong result orientation
  • Entrepreneurial mindset, proactive and hands-on, able to translate strategy into concrete actions
  • Able to understand complex situations and problem-solving mindset
  • Energetic and outgoing personality who enjoys socializing
  • Able to build effective relationship with customers from various cultural backgrounds
  • A team player with excellent interpersonal and communication skills
  • Driven self-starter with a positive attitude and eager to learn
  • Ability to multi-task and work independently in a fast-paced environment
  • Digital savvy in a business context

Job Posting End Date:

2024-11-15

Target Hire Date :

2024-07-01

Target End Date :