Position: ASE – Institutional sales

Location: Bangalore

 

Key Accountabilities

1. Sales Planning

Develop and execute the sales plan in alignment with the overall institutional sales objectives. Meet annual volume targets across Premium, Ultra, and Heineken brands (all SKUs) along with draft beer, ensuring consistent availability at key accounts. Break down sales targets by brand, SKUs, and outlets based on sales trends and potential. Collaborate with the supervisor on monthly expense budgeting aligned to sales and marketing initiatives.

2. Account Management

Design and implement a Permanent Journey Plan (PJP) to systematically visit outlets across your territory. Build and maintain relationships with key outlet stakeholders (owners, beverage managers, bar leads, etc.). Coordinate with leadership to secure sponsorship for major events and oversee the brand’s activation for maximum visibility. Ensure on-time payment of discounts and proper documentation in liaison with the Finance team.

3. Sales Operations

Manage draft beer operations, including collecting liquor license copies for brewery and excise approvals. Support outlets in procuring draft equipment and promotional materials. Monitor adequate stocking of all SKUs across outlets and convince stakeholders to increase UB brands’ presence. Track expenses against budget and proactively manage any deviations.

4. Market Research

Gather insights from outlets on competitor strategies, product placements, and consumer behavior. Map competitor presence brand-wise and outlet-wise, comparing UBL’s SKUs against competitors. Assess trade marketing initiatives to maintain and grow UBL’s share of visibility.

Qualifications & Experience

Education: Master’s in Business Administration (MBA) or equivalent. Experience: Minimum 3+ years of relevant HORECA exposure, preferably in Alcobev/FMCG. Industry Knowledge: Strong understanding of the Alco-Bev sector and key account management. Experience with event management, promotions, and trade marketing tactics. Skills: Excellent communication, negotiation, and relationship-building skills, with a keen focus on results.