National HoReCa and On Trade Manager
Обязанности:
- Cultivate and maintain strong relationships with key HoReCa and On Trade clients, to ensure effective collaboration and partnership.
- Identify new business opportunities within the HoReCa and On Trade sector and develop strategies to penetrate new markets or segments.
- Develop and execute comprehensive business action plans aligning them with Company policies and strategies, focusing on revenue growth and market share expansion in the HoReCa and On Trade industry.
- Drive sales growth within the HoReCa and On Trade channels by implementing effective sales strategies and tactics.
- Set and achieve sales and revenue targets specific to the HoReCa and On Trade clients channel, continually monitoring performance against KPIs:
- Sales volume targets achieved;
- Market share targets achieved;
- Channel share targets achieved;
- Brand/sku availability targets achieved.
6. Promote our products and services to HoReCa and On Trade clients, highlighting their relevance and value to their businesses.
7. Collaborate with Marketing, Sales, Trade Marketing teams to develop targeted campaigns and promotional materials. Collaborate with cross-functional teams, including Logistics, SC to ensure seamless execution and delivery of products and services to HoReCa and On Trade clients.
8. Negotiate contracts and agreements with HoReCa and On Trade clients, ensuring mutually beneficial terms and conditions.
9. Monitor contract compliance and resolve any issues promptly.
10. Stay updated on industry trends, market dynamics, and competitors' activities within the HoReCa and On Trade sector.
11. Utilize market insights to make informed decisions and adjustments to strategies.
12. Manage budgets allocated for HoReCa and On Trade initiatives, optimizing resource allocation for maximum impact.
13. Ensure that products and services meet the quality standards expected by HoReCa and On Trade clients, and address any quality-related concerns promptly.
14. Provide regular reports and updates on HoReCa performance, highlighting achievements, challenges, and opportunities to the senior management team.
15. Lead the development and growth of the HoReCa and On Trade sales team, providing guidance, coaching, and support to team members to maximize their potential and contributions.
Требования к опыту:
Higher education (MBA would be a plus);
- Minimum 5 years of sales experience on senior management positions in a well-established FMCG companies, managerial experience (team management);
- Experience of strategic sales plan development
- Sales channel specifics knowledge and market knowledge
- Keen business sense, with the ability to find creative business-oriented solutions to problems
- Strong commercial outlook and an entrepreneurial approach to business development.
- English (upper-intermediate level)
- Readiness for the business trips across KZ
- Specific knowledge: Knowledge of the relevant beer market, knowledge of the specifics and legislative and regulatory framework related to sales organization, delivery of finished products, production, and advertising of alcoholic/non-alcoholic beverages. Knowledge of methods and procedures for developing forecasts and current product sales plans, as well as methods for studying product demand. Knowledge of contracts negotiation and execution. Knowledge of beer quality requirements. Knowledge of product storage and transportation norms. Understanding of beer production, marketing technology, and distribution, as well as knowledge of the company's production capabilities and facilities. Basic knowledge of accounting and financial reporting.
- Confident user of MS Office.
- Personal qualities: high level of interpersonal skills, organization and planning, results- and people orientation. Communication & negotiation, presentation skills, responsibility, analytical skills, loyalty, efficiency, ability to maintain confidentiality, rapid adaptation, and learning. The ability to take well-founded decisions, work independently and in a team. Resistance to stress, quick learning, sociability, readiness for changes.
- Advanced supervisory skills, comfort around higher management, flexibility, highly developed strategic and creative thinking.