ON TRADE SALES DIRECTOR

Reporting line to: Commercial Director PR Spain (hard line)

Functional relationship with PR Spain stakeholders (CODI members, Marketing, Supply chain, Finance, Trade Marketing, HR etc..)

Number of direct reports: 8 Regional Directors and KAM On Trade Channel

Total team headcount: 160 aprox.

Location: Madrid, Spain

PURPOSE

Working alongside PR Spain functional leaders, the ON Trade Sales Director will not only be an exceptional strategic leader ensuring the sales objectives and hands-on with company sales but will also be aware of the impact in other departments, advising on the best path of growth for the business in a sustainable manner, in the mid / long term.

Responsible of defining and designing the strategy and the objectives in the On Trade Channel for the company.

In charge of ensuring good transversal workloads with finance, supply chain, trade marketing and rest of departments.

Leading the sales On Trade teams towards achieving the established goals and budgets, according to the company’s commercial policy in the ON Trade Channel.

The role has overall control and responsibility for all commercial aspects in the On trade channel and is expected to analyse and implement recommendations, with the best interest of Pernod Ricard.

The On Trade Sales Director is accountable for building and managing an effective sales strategy to achieve business results aligned with the sales budget, forecasting, business planning & control, sales transformation, supply chain etc..

RESPONSABILITIES

• Establish a high level of credibility and manage strong working relationships with external parties including customers and advisors.
• Design and define the strategy of the On Trade department in order to achieve the results in terms of sales, distribution and market share.
• Leads (train, animate, control) commercial ON trade team acting as a key partner in supporting Pernod Ricard Spain business, incorporating market insight, and providing business analysis as well as actionable knowledge and commercial recommendations to ensure business results and defend our leadership in the On Trade channel.
• Establishes guidelines for sales objectives, budget and forecast preparation, and prepare the annual strategy for the On Trade Channel.
• Ensure the correct implementation of the sales transformation and the adoption of new technological tools and projects as D-Star, CRM.. as well as driving the new ways of working towards efficiency.
• Define and supervise the fulfillment of the objectives set for each team or Regional Delegations.
• Plan, organize and develop the sales force. Collaborate in the design and implementation of the sales network incentives.
• Follow up and participate in the negotiations of the large accounts.
• Fluid connection between the Regional Offices and the Commercial management and with the rest of main stakeholders as Finance, Supply chain, marketing etc..
• Track and analyse the sales results to optimize the sales forecasts and set the objectives.
• Guarantees that the Sales Team provides business planning and control insights on overall sales performance, finance, operations, legal and compliance activity.
• Manage sales and financial reporting, insights, planning, forecasting (LE’s), YTD results and variance drivers.
• Lead company for spend management and maintains a robust control environment.
• Accountable for guarantying that all statutory requirements of the organization are met regarding to the commercial part.
• Inform on activity, market, clients, business, environment and any opportunity or risk.
• Manages accounts, developing, planning and implementing commercial / brand plans and strategies for the On trade Channel.
• Achieve commercial´s goals always taking into account the impact and relations with other departments as finance, supply chain, marketing etc..
• Prioritize customers / outlets & set Budgets/resources per the segmentation model (PROS-PROFS)
• Track and determine cost & effectiveness of Trade promotions.
• Ensure brand/portfolio activations are properly executed and ensure Presence/visibility of our brands are secured per the objectives set & the RPVA guidelines.
• Help monitoring competitors' activities and identify business opportunities.
   

PERSONAL PROFILE

• Preferably Degree in CC. Economics, Business and Admin. Business.
• Minimum 15 years of experience in sales area, preferably in FMCG sector companies, having held positions of responsibility (ex: Regional Director).
• Experience and skill in negotiation techniques.
• Advanced user of office tools and management sales programs.
• Desirable high level of English, spoken and written.
• Compulsory: spanish fluent.
• A team leader with demonstrated leadership, coaching and development capabilities.
• Proactive and achieving mindset. Strong business orientation.
• Team player. Transversal mindset. Orientation to internal and external customers.
• Strategic vision.
• Results orientation and good decision making.
• Business acumen. Analytical and creative thinking.
• Collection and analysis of information.

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