As the On-trade Manager Alps, you will be accountable for creating value through driving sales and developing strategic relationships with key customers. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the on-trade in Alps. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire the Alps Sales team will be key to your success in this role.
You will build and maintain effective relationships with strategic customers and key external stakeholders (e.g. trade associations) for your channel.
You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Alps Integrated Activity Plan (IAP).
You will drive use of Commercial Excellence assets (e.g. Pictures of Success) and approach to activate our brands to influence consumers at the point of purchase.
You will identify opportunities for new business development and provide critical input into the development of category and channel plans.
You will coordinate directly with the Commercial Development Team to drive implementation of Commercial best practices.
Working closely with Alps leadership team, you will drive a shared vision and winning team spirit among the sales teams and lead the execution of the people strategy.
This role is varied and, while based in the Vienna office, a large percentage of your time will be spent interacting with the local sales team’s members as well as key customers. As a result, you can expect to be travelling extensively within your market in order to stay connected to all stakeholders.
Key accountabilities and responsibilities
Deliver results and excellence in execution
· Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
· Deliver on Pictures of Success targets
· Differentiate service levels by outlet to drive sales optimization and effectiveness
· Deliver impact from channel and shopper marketing programs agreed in the Alps IAP
· Execute occasion based price pack architecture to optimize improved mix
· Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
· Input into the Alps IAP process to ensure local channel and customer needs are captured
· Create effective long-term relationships with strategic customers and key stakeholders to drive financial impact
· Input into the shaping of the portfolio strategy of the Alps, bringing in insights from your sales teams
· Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
· Provide accurate demand forecasting to Supply Chain teams or to Hub Sales Planning & Performance team
Develop talent and capability
· Implement learning and development plans for your team based on the Bacardi Commercial Way approach
· Implement standardized Commercial best practices
· Ensure that your team has resources needed to deliver desired results
· Own the management and development of talent within your team
Create a winning team
· Drive executional excellence through a strong, functioning and orientated sales team
· Work with the Alps Leadership team to build a shared sense of purpose among your teams
· Align all employees behind the targets and create a passion for winning in the organization
· Recognize accomplishments and behaviors in a timely manner
· Ensure all employees have a knowledge of Bacardi history and culture
Measures of success
Performance: Achieve financial targets (NSV, GP) vs. budget; Achieve Pictures of Success targets
Value share: Drive value share growth of key Bacardi brands in Key Accounts
Commercial scorecard: Achieve goals defined in Commercial Scorecard and Alps Capability Action Plan
Customer: Achieve target customer satisfaction measures
Strategy: Participate fully in the development, delivery, and ownership of the Channel Commercial Strategy
Employee engagement: Drive sustained improvement in engagement and enablement
Talent: Deliver against talent management objectives
Critical experiences for success
To be successful in this role you will have/be:
· Experience in sales in a leading FMCG company at national level
· People management experience including proven coaching abilities and leadership abilities to create a collaborative high performing team
· First hand field sales experience
· Strong track record of delivery with Customers
· Strong negotiation skills
· Proficiency in English language skills
· Fluency in German and basic knowledge in French would be desirable
The following experiences are preferred:
· Experience in the Spirits Industry is a distinct advantage
· Experience in additional functions beyond the ones listed above
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