Sales Manager: Gauteng On Premise (Pretoria) at The Heineken Company

KEY RESULT AREAS

Strategic

• Work with the National Channel Teams to deliver a Premium Portfolio customer approach, leveraging the entire HEINEKEN Beverages portfolio to drive availability in outlet
• Develop regional on trade premium plan, with the Regional Channel Manager
• Develop a pathway with a focus on local bigness areas
• Work with the Regional On Trade KAM to identify and contract key customers and their activations
• Review and approve territory plans developed by the on trade specialists
• Identify new opportunities for sales growth, in the assigned region and make recommendations for exploiting these opportunities to the Regional GM and the Channel Manager
• Feedback consumer and customer insights to improve consumer experience, customer investment and brand relevance, including innovation and digital integration

Operational

• Act as an ambassador and specialist for all brands, having the full knowledge of their intrinsic and extrinsic, able to convince consumers and customers of their product choices in favor of HEINEKEN Beverages total portfolio
• Negotiate mutually beneficial contracts with targeted customers to ensure HEINEKEN Beverages brands are top of mind and recommended to consumers
• Deliver the annual operating plan and must win battles, within the agreed periods with clear measurement
• Ensure profitable and effective execution of channel specific PICOS, entrench within the channel and pathways, in their region
• Manage the premium sales force in the assigned area to identify, register and sell the company’s products to on trade customers within region
• Develop activation briefs, with the regional channel manager, manage design, execution aligned to brand playbooks / platforms
• Submit timely and accurate routine and market information reports to the HEINEKEN Beverages Sales office
• Manage weekly meetings with Sales Representatives
• Effectively coordinate the maintenance and effective utilization of all trade infrastructures in territory with particular emphasis on fridges, draft machines and lighthouse bespoke items,
• Promptly execute all ad-hoc projects that the General Manger may request
• Organize the sales force in the region to update trade census data as directed by Sales management
• Coordinate sales of the company’s products to the on trade from Distributors (Agents) / and company-operated depots
• Liaise with Marketing Department, Trade Marketing, Events and other internal and external partners to manage implementation within the assigned region
• Prepare and monitor recommended incentives for sales representatives
• Conduct visits to all key customers and distributors in the Region
• Achieve targeted customer NPS scores

People and Culture

• Focus on employee engagement
• Demonstrating HEINEKEN Beverages Corporate Values and Behaviours
• Coach the sales teams to execute Sales excellence processes
• Effectively manage HEINEKEN Beverages People and Career Management cycles with team to develop future fit competence

EDUCATIONAL QUALIFICATIONS

• University degree in marketing or comparable is required

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

• 3-5 years commercial sales, trade marketing or marketing experience
• Experience in Premium On Trade is an advantage
• Member of professional drinks organizations, eg WSET, Cape Wine Academy is advantageous