Job Details:
Purpose of role:
To manage All Take home trade channels, All supermarkets & Convenient Stores, AFCOs, Duty Frees, Hotels, Clubs & Style bars and manage the development and execution of Key Accounts’ plans to achieve mutually defined objectives, profits/NSV and brand growth targets.
Market Complexity:
Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated. This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.
There is increased threat from up and coming players in both beer and spirits especially in the lower and upper end market. The nature of competitors is complex with both illegal and established players operating within a market that has regulatory challenges. The outlets are more demanding, as they become more of profit units/driven vs. social.
Top Accountabilities:
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Develop Key Accounts Management Program and Business Plans with Distributor owners / with KPIs maximizing our RTM value chain and working to drive both volume “Push and “Pull” within both distributors and at the retail end
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To define and deliver stretching Key Accounts business plans and the strategy for their implementation around a total alcohol, one portfolio approach
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Identify emerging trade trends and insights. Able to build activity plans at Key Accounts level and innovatively implement at retail
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Ability to work cross functionally within KBL both beer and spirits
Qualification & Experience:
A Bachelor’s degree in a business related field or equivalent
At least 5 years’ experience with 2 years as Area Business Partner or Customer Relationship Representation...
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