Design Commercial & Trade Marketing Strategies and Implementation Plan to grow top line in Off-Trade
- Manage P&L: Drive sell-in (volume, net sales, contribution margin) and manage A&D and A&P budgets
- Develop and implement commercial plans in accordance to brand and channel strategies with respective accounts to achieve both quantitative (volume, profitability & market shares) and qualitative KPIs (visibility, activation & consumer engagement)
- Design and execute Portfolio PVA strategy by sub-segment and identification of key accounts
- 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
- Establish outlet contracting strategy and framework to drive continuous improvement of commercial terms & conditions
- Actively drive new business growth across the channel: Prestige+ Whisky & Cognac and Ultra-Premium - Whisky & Gin
Elevate Category Captaincy to drive Collaborative Partnerships with Strategic Key Accounts
- Improve Ways of Working and build strong relationships with customers, understanding their needs, addressing any concerns or issues, while aligning their efforts with the company’s overall commercial objectives
- Build PRS as the preferred partner in key strategic accounts through active stakeholders’ engagement and building joint business plans
- Drive maximum business impact and improve ROI through strategic negotiation and use of strong data analytics
- Prospect new accounts in POFT and accelerate the growth of Prestige+ portfolio
- Review existing route-to-market strategy to optimize and re-boost our business and profitability in Off-Trade
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 contribute to 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
- Actively plan and manage A&D in close collaboration with finance
- Manage A&P budget attributed to the channel and evaluate the effectiveness of activities to provide recommendations on future improvements of RO
Coach a team of 3 direct reports
- Team: 1 Key Account Development Partner, 1 Business Development Partner & 1 Off-Trade Executive
- Weekly 1-1 review with each direct report
Education & Experience
- Degree holder with formal business qualifications or equivalent
- Minimum 8 years of key account management experience in FMCG Off-Trade sales, with direct management of MOFT accounts such as NTUC FairPrice, DFI and / or Sheng Siong
- Experience in E-Commerce and / or Premium Off-Trade (Specialty Liquor Stores) is a plus
- Proven successful negotiations and strong knowledge of commercial terms
- Excellent planning, project management, and presentation skills
- Experience in people management is a must
- Excellent command of spoken and written English
- Proficient in Microsoft Office
Functional & Leadership Competencies
- Excellent critical thinking, strategic mindset, and analytical skills
- Rational mind using data to design implementation of strategies and evaluate results
- Organized and strong results 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:
2024-12-27
Target Hire Date:
2024-09-01
Target End Date:
What We Do
Pernod Ricard is a convivial, responsible and successful global wine and spirits group and the #1 premium spirits organisation in the world. The Group represents 240 premium brands available in more than 160 countries. We are 18,500 exceptionally talented people worldwide with our own salesforce in 73 countries.
Our portfolio is one of the most comprehensive in the market with every major category of wine and spirits, providing Pernod Ricard with a unique competitive advantage. To keep growing our business, transforming our industry and making a positive impact on the world, we believe in the power of human connection. Creating ‘convivialité’ is our business and our raison d’être.
As ‘créateurs de convivialité’, our purpose is to turn every social interaction into a genuine, friendly and responsible experience of sharing. We believe there can be no convivialité with excess and strive to be sustainable and responsible at every step, from grain to glass.
