Off Trade & E-Commerce KA Manager

What makes this a great opportunity?

Manage direct sales to key MOFT and selected EC accounts, to drive volume off-take, maintain stronger control over relationships and margins while assuming minimal credit risk. Manager, Off-Trade & Ecommerce will lead a team to focus on strategy and planning (e.g. JBP, activations) with key MOFT and selected EC accounts, managing 3rd party merchandisers, order process, CRM for EC and admin tasks.

Role Responsibilities

•    Lead and align BSI and Retailers and eCommerce players organizations to maximize efficiency and effectiveness to achieve maximum penetration of off-trade distribution and sales
•    Create and manage customer strategy and execution of category plans, brand plans, promotional activity, and new products introductions with the Customer sensuring consistent compliance with BSI Strategy
•    Achieve monthly, quarterly and annual targets for Off trade Retailers and eCommerce
•    Analyze all available data sources (e.g. Nielsen) to make sure that Beam Suntory is delivering against key objectives and make necessary adjustments in collaboration with Trade Marketing
•    Develop and execute together with eCommerce Specialist strategy for eCommerce channel and D2C
•    Manage team of merchandisers to ensure 5P standards execution in key stores
•    Conduct monthly/quarterly/yearly planning and market performance recap/review sessions to identify areas of opportunity and risk
•    Provide monthly sales training and communication to merchandizers in areas of market, category and brand trends, as well as sales tactics and techniques. Plan and schedule wait staff training at key accounts
•    Manage all Sales Expenses within budget, and manage all BSI off-trade POSM
•    Partner with trade marketing to reinforce off-trade commercial excellence by partnering the key accounts (off-trade) in executing best in class key account marketing and off-trade engagements plans
 

Qualifications

Functional Competencies
•    Distributor and wholesaler management
•    Off-trade channel & category management
•    Off- trade engagement acumen and reporting
•    Customer service and relationship building skills
•    Strong commercial acumen, good balance between brand awareness and financial sensibility
•    Strong sales & negotiation skills
•    Trade marketing experience
•    Planning and organising
•    Good presentation and communication skills

Qualification
•    Excellent off-trade channel sales & trade marketing experience in the Alcohol Beverage of FMCG categories nationally preferred. 
•    6-8 years’ experience in managing the off-trade channel & working with cross-functional teams, achieving goals on-time and with limited resources
•    Proven track record for cultivating strong relationships with key external & internal partners that have resulted in strong distribution & depletion growth
•    Demonstrated ability to define and successfully deliver complex projects with superior results—from business case development, negotiations through deployment 
•    Ability to deal with ambiguous problems and build solutions with proper project management 
•    Ability to influence multiple stakeholders and lead cross-functional projects 
•    Support the local channel strategy for the organization and takes accountability for outcomes and ongoing results, always seeking improvement 
•    Successfully builds relationships and earns the trust and rapport of distributor partners and key customers at multiple levels, across multiple functions 
•    Has a strong local mindset to unite and unleash the power of collective BSI & distributor team expertise and resources