Area Manager at Beam Suntory

PURPOSE & SCOPE OF ROLE:

• Ensures the attainment of sales and marketing objectives for the relevant region through robust planning, exploration of new business opportunities and staff management.
• Maximizing Beam Suntory’s financial returns by developing robust sales plans within available budgets, measuring and evaluating their implementation & success.
• To increase, manage and develop mutually beneficial and sustainable business relationships with designated Redistribution customers, thereby maximizing Beam Suntory’s financial returns and optimizing brand development with each customer

Role Responsibilities

DUTIES & RESPONSIBILITIES:

Staff Management

• Management of Sales Rep performance, including development, coaching & succession planning.
• Alignment of direct reports goals and company performance objective
• Ensuring compliance and attainment of staff to set KPI’s
• Motivate team behind a clear, simple and powerful strategy
• Participates in workforce planning and staff development.
• Lead the functional / leadership development of team, through inspirational in field & classroom training and coaching

Reporting

• Analyze sales data and mentor/guide on best operating procedures in order to achieve the sales ambition
• Responsible for monthly regional briefing, feedback and capability meetings and effectively communicate relevant information.
• Provides regular reports timeously to relevant departments and individuals
• Accurate completion of all administration database & credit management
• Monitor performance versus plan by assessing critical sales driver activity for own and competition brands taking corrective action with agreed levels of authority or probable solutions to the Head of Sales

Regional and Client Management

• Actively contribute to the development, execution and evaluation of Redistribution “push” strategy with the on-trade “pull” strategy.
• Achievement of sales volumes, value targets and KPI targets (including brand equity in the On-Trade) for the region as well as direct reports
• Monitor “on-hold” customers and drive the re-activation of these customers.
• Regular trade visits to verify brilliant execution of Brand and sales plans
• Trade calling of On Trade and redistributors (including cold calling) and their top customers and mapping potential customers for future follow ups.
• Effective management of regional budgets (Finance)
• Assist with and building new client relationships and maintaining current customers
• Attending and participating in relevant regional meetings
• Authorize and manage deals, promotional stock, special deliveries of direct reports
• Directs the execution of sales plans and sales promotions to ensure the achievement of sales targets
• Drive the highest standards of executional excellence through the implementation of business plans, trading term compliance, marketing activity & category management
• Foster outstanding collaboration and build relationships with key customers
• Provide accurate short-term volume forecasts; profit forecasts and sourcing and securing information from the account or customers
• Take guidance from the Trade Marketing/Marketing team in order to generate powerful and persuasive customer propositions to ensure sizable return on investments

Qualifications & Experience

QUALIFICATIONS

• Tertiary level Qualification with commerce, sales and marketing preferable
• Bachelor’s Degree would be advantageous
• 5 Years field experience in sale in the Liquor industry or within a similar FMCG industry
• Exceptional Rapport with Key Clients and in the trade
• 2+ years’ experience in staff management
• Driver’s License & reliable own transport

Functional Competencies

• Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial Activities, Customer relationship Management, Sales Team Management & luxury execution

Behavioural Competencies

• Effective Decision Making, Planning and Organizing, Team Work, Communication, Technical Expertise, Presentation Skills, Influencing & Negotiation, Big Picture Thinking, Innovation, Change Management, Making Things Happen, Initiative