Job Summary: The over-all responsibility of the Sales Executive for General trade is to support achievement of sales objectives by ensuring optimal supply and activation of PRPI brands across all distributors, wholesalers and customers serving both non-modern trade off-premise and on-premise customers within the National Capital Region. He/She will lead in the channel's strategic development plan to ensure the right route to market, address distribution opportunities which will enable business growth. He/She will work closely with the General Trade Channel Manager, the On-Trade Channel Manager, the On Trade Channel executives within the National Capital Region and other relevant functions in the organization to achieve company targets for the channel
Key Responsibilities:
ACHIEVING COMPANY TARGETS
- Ensure sell-in and sell-out volume targets are achieved through account-specific business plans and strategy for the NCR wholesalers/distributors/customers calendar of activities hinged from the Brand and Channel strategy for the channel
- Full understanding of the Channel and Customer P&L and drives efforts to ensure delivery of the net sales targets for the channel
- Full understanding of the S&OP process and ensuring forecast accuracy for all distributors in NCR area
- Optimize distribution and inventory in relevant accounts.
- Establish and nurture a sustainable relationship with key customers
- Collaborating with the Marketing and Trade Marketing teams, ensure visibility, cutthrough and ample quantity of Last 3 Feet materials of key PRPI brands.
- Ensure that commercial and/or brand building objectives are fully leveraged in all existing contracted/supported accounts and spend are optimized
- Conduct product training with key stakeholders.
- Monitor and report key market trends and propose actions.
- Track pricing and highlight anomalies as part of the global pricing tool.
- Monitor and report Grey Market Activity (GMA) in market.
- Meet weekly/monthly reporting requirements: Competitors trade activities, wholesaler and competition price surveys, inventory and depletion reports (contracted/supported outlets).
- Ensure compliance with Sustainability and Responsibility guidelines
- Leads the monitoring of the Trade Terms Agreement with relevant wholesalers from volume build to sign-off which includes internal and external routing
ENGAGEMENT
- Establish and nurture close relationships with wholesalers as well as top accounts of wholesalers and their sales teams
CONVERSION
- Understand the market landscape and share market intel with the commercial and marketing teams
BUDGET AND CONTROLS
- Evaluates all investment activities to ensure that agreed returns are achieved.
- Follows the event mechanics and adjusts if needed to get the best possible results
- Tracks both the A&D and A&P budget spending allotted to his/her channel
- Ensures compliance to Pernod Ricard S&R initiatives
Knowledge and Skills Requirements:
- College graduate
- Relevant experience and/or understanding of Premium Wine and Spirits, Luxury Industry or any distributor management experience from FMCG.
- Strong persuasive and negotiation skills with the ability to easily build rapport and develop good working relationships with High-Net-Worth Individuals.
- Organized, a self-starter, trustworthy and easily motivated
- Good presentation skills.
- Positive can-do attitude.
- Good command of MS office. (Word, Excel, Powerpoint as a minimum)
- Updated, clean driving license
Functional Competencies
- Basic presentation skills
- Easily establishes and develops trust in a working relationship with internal and external stakeholders
- Basic knowledge in gathering market intel and turning insight into selling opportunities
