Purpose Statement of the Position:
To build a commercially active RTM plan to our Route to Market Partners and Bulk Breakers that delivers on coverage of the local universe that builds increasing market share for HEINEKEN Beverages brands. Full commercial understanding and building internal and customer relationships are essential requirements for this role.
Key Performance Areas would include, but are not limited to:
Determine the most crucial needs of the RTM customers and carries out activities in collaboration with colleagues to ensure that these clients receive first-class customer care and service.
Propose a strategy and objectives to manage the various RTM accounts and implements these upon approval by the Divisional Manager.
Conducts continuous market analysis and research on the dynamics of the account, seek new opportunities for growth, defines a documented route to consumer plan and understands the volume flow.
Manages adherence to Trading Term contracts and conducts regular customer account reviews to analyse opportunities and improve performance.
To be a trusted advisor, manages conflict and comes up with effective negotiation and sales strategies by RTM account.
Effectively use trade maths and analytical skills to drive commercial conversations with customers.
Manage stock cover ensuring no incidence of out of stock and manages Quality of stock according to HEINEKEN global rules.
Work with our External Service Providers to pull stock out of these outlets
Takes full responsibility for the assigned accounts volume, revenue and profitability targets.
Achieve sales volume and market share targets in the Wholesale and Distributor channels.
Implement the National/Regional/Divisional and team driven promotions according to the Trade Marketing Cycle Plan.
Seeding New Product Innovation and existing portfolio of brands.
Ensure Channel specific PICOS is effectively executed and entrenched within the channel.
Ensure BTL merchandising execution according to regional marketing plan.
Manage price to National recommended selling prices per segment guidelines.
Budget control and operational reporting.
Relationship Management
Develop and manage sound customer relationships.
Sound internal key stakeholder relationships maintained.
Own the Business Plan/Trading Term agreement on outlet level.
Direct engagement with relevant National KAM’s on annual plans and quarterly reviews.
Handle customer and consumer complaints and queries.
Manage product quality according to HEINEKEN quality standards.
Manage sales administration requirements.
Weekly Engagement with Bulk Breaker team.
Weekly Third Party engagement.
Understanding Excellent Outlet Execution Guidelines.
Manage/comply Account/Customer information confidentiality.
The successful candidate must have the following experience/skills:
A three year qualification in Commerce/Finance/ Marketing
2+ years’ experience in an off trade sales position
Proven Commercial and Analytical ability
Experience within Route To Market and Wholesale Channel would be an advantage.
Negotiation experience and certificates an advantage
Excellent communication skills, able to deal with internal & external stakeholders
Demonstrates proficiency in the following functional competencies:
Category, Portfolio & Brand understanding
Shopper & On-Premise Consumer Understanding
Route To Market, Channel & Customer Understanding
Channel Strategy Development
Annual Planning
Excellence in Execution
Commercial Acumen
Channel, Outlet & Customer Segmentation
Demonstrates proficiency in the following Behavioural competencies:
Deliver
Play to win & celebrate success
Deliver the goods
Shape
Think consumer first
Make courageous moves
Connect
Champion a culture of belonging
Learn, share & reapply
Develop
Have real conversations
Embrace learning & growth
