Head of National Chains - Victoria or Brisbane

at  Good Drinks Australia

INTRODUCTION:

About Us
At Good Drinks Australia, we continue to redefine the landscape of beer and alcoholic drinks. Become part of a company where a vibrant workplace culture meets an iconic family of brands. Whether you’re drawn to the excitement of brewing or the allure of brand strategy, Good Drinks offers a dynamic environment where your potential is nurtured. Our workplace is more than a space – it’s a community of passionate individuals shaping the future of the alcoholic beverage industry.

DESCRIPTION:

This role is all about great partnership and growth with our major national retailers. Expect to lead, motivate and develop the national key accounts team across Endeavour Drinks Group (EDG) and Coles Liquor Group (CLG), delivering two-way growth targets for both our customers and GDA. We are looking for exceptional talent who can guide the team through joint business planning, managing trade spend and executing with excellence.

SKILLS AND EXPERIENCES:

Lead a team of sales professionals, be a Team player, lead a team of National Business Managers and influence other departments including Marketing, NPD, Procurement, Finance, Quality, Manufacturing, and Warehousing.
Business Planning
Develop a 3-year plan for the National Key Account channels (CLG & EDG) consistent Good Drinks Australia’s business strategic priorities.
Set and monitor yearly sales and spend targets for business units.
Conduct quarterly business reviews.
Manage functional cost control.
Participate in forecasting and the S&OP process including involvement in the Demand Review meetings.
Delivering the sales customer P&Ls for the National Key Account channels (CLG & EDG).
Develop joint business plans that achieve Good Drinks Australia’s sales, marketing and trade spend objectives as well as trading partners’ key objectives.
Business Plan Management
Ensure that the National Key Accounts team works with the relevant Assistant Category Manager to deliver outstanding category management reviews and practice within Beer, Cider, Flavored Beer and RTD categories, including category analysis, consumer insights, product availability and visibility, new product development and measurement & evaluation.
Ensure that the NAMs negotiate base and over & above promotional programs for key brands that assist in achieving sales objectives as well as company, channel and brand strategies.
Ensure that the NAMs maintain on going measurement and evaluation of GDA and competitor ranging, distribution, merchandising and promotional activity to identify gaps, opportunities and allow continuous improvement.
Understand the customer by determining customer/Senior Business Managers personal and business goals, analysing customer decision making process, predicting future customer needs, developing specialist knowledge of customers business and speaking the customers language.
Sales Plan
Drive commercial relationships to promote mutual growth with key retailers, buyers and category managers.
Build and execute effective trade plans to drive profitable sales with key retail partners.
Execute sales strategies to maximise sell-through and drive category growth.
Negotiate, monitor and deliver trade terms compliance as per customer agreements.
Identify business development opportunities to further grow the distribution of products.
Maintain total trade spend within budgeted amounts
Ensure key GDA brand initiatives are implemented, measured and evaluated as agreed with the Marketing department (i.e. Cycle planning & priorities).
Develop and improve continuous sales operations and processes, including forecasting, order processing and reporting.
Focus on shaping the business category for growth
Have clear measurable targets in place that have been developed with customer
Seek to fully understand the direction our customer is pursuing and support through Category insight and Data.
Seek out new ideas and approaches from inside and outside of the business
Financial Management
In conjunction with NAM’s, ensure efficient management of financials:
Revenue opportunities are fully explored and evaluated
Implementation of strong financial management routines (own the number)
Build measurable stretch financial targets
Manage mix of initiatives to deliver against category growth targets
Possess an intimate understanding of category P&L
Proactively manage GDA P&L via insight led trading decisions
Continuous thinking / recalibration of alternatives, opportunities to accelerate and corrective actions (agility around risks and opportunities)
Category /Customer/ Market
Good knowledge of our competitors operating rhythm
Knowledge of category and category growth drivers
Current knowledge of your customers performance relative to the market
Up to date on channel and customer news (press, industry publications, etc.)
Engagement across Category and Marketing
Management Routines

Please refer the Job description for details