Job Description :

About Us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About the Team

Our Commercial Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.

About the Role

The TR & Frontier lead for SP is responsible for developing the strategies and overseeing the execution of business plans to consistently deliver sales, distribution and financial targets via Distributors (DB) & partners. TR & Frontier lead drives engagement with the Distributor’s Team in planning, coordinating and implementing consumers and trade-initiated programs consistent with the Commercial strategies. It actively engages with Tier 2(14 Nos.)  customers to activate & negotiate.  Managing the overall P&L of the business to deliver Gross and Operating Margins.

Role Responsibilities & Deliverables

Customer Management

Maintains and nurtures strong, influential partnerships with distributors and tier 2 customers through regular engagements with decision-makers, business reviews, planning sessions, trade visits, and other meetings as needed.

Brand & Business Development

Works closely with Marketing for the alignment of brand strategies in the channel and oversees effective execution/implementation of trade programs, 365 Essentials, and promotions in the stores covered. Ensures that DB & Tier 2 Customers meets standards set in the Commercial scorecards.

Business Strategy & Planning

Creates an annual growth plan / Joint up business plan for the Distributor & Tier 2 customers utilizing a thorough understanding of channel insights, distributors/customers’ business objectives, consumer, and shopper behaviors. Ensures that the company and Commercial strategies are cascaded to and utilizes monthly cycle meetings to monitor progress, identify opportunities, and determine necessary courses of action.

Market Intelligence

Coordinates distributor & Tier 2 Customers to obtain market information relevant to the development of category, channel strategies and tactics. Maintains a keen awareness of competitive activities and channel trends. Aligns with internal business stakeholders to execute programs, address issues or develop process improvements that aid the smooth delivery of goods and services to customers in the channel.

Resource Management

Ensures the appropriate allocation and disbursement of channel budgets, the evaluation of their use, and their utilization according to company policies.

People Development

Responsible for cross functional capability development to drive effective business with DB & Tier 2 Customers. Is able to identify both team and individual learning priorities, and partner with HR for appropriate interventions.

Policy & Process Compliance

Ensures compliance to all Commercial policies, company regulations, standards and guidelines.

Role Accountabilities

Experience / skills required

Professional Experience

Degree level qualification or equivalent

Minimum of five years sales/commercial experience, ideally within the consumer goods and/or retail environment. 

At least three years of relevant experience with managing distributors, prior experience of managing Travel retail customers across SEA is an advantage.

Demonstrated successful track record in the development and implementation of distributor and/or channel growth programs.

Sound understanding of category management and the implementation of customer programs.

Previous experience with Alco-Bev companies will be an advantage

Knowledge and Skills

Excellent interpersonal and leadership skills.  Able to manage multiple stakeholders, delivering across company, brand, and customer objectives.

Ability to create and inspire cross functional team to create cut-through plans and ideas that generate results in a complex environment.

Strong influencer and negotiator able to adapt to different styles and personalities.

Strong analytical and strategic planning skills.

Ability for complex problem-solving and decision-making and ability to navigate around ambiguity in a matrix organization.

Passionate about brand, company, and personal success.

A fast learner who adapts quickly to changing circumstances.

Proficient communication skills:  oral and written business correspondence, presentation planning and delivery

Intermediate MS Office capabilities: Excel, MS Word, PowerPoint

Comfortable with the use of technology and mobile tools

Flexible Working Statement

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Diversity statement

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.

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