Channel Sales Lead, International ONT

at  Pernod Ricard

• 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 Western ONT & Restaurant 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
• 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:
2024-11-09
Target Hire Date:
2024-07-01
Target End Date

Please refer the Job description for details