Sales Manager, Wholesales & Off - trade

Wholesaler Management And Ecommerce Strategy Lead

Elevate practices linked to management of Wholesalers:

Main accountability to manage a P&L: drive sell-in (volume, net sales, contributive margin) and manage A&P budget

Improve Ways of Working in the design, implementation and tracking of execution, of Joint Business Plans: regular formal meetings with top wholesalers (to be elevated to key distribution partners), improve the usage of data (improve monthly collection of trade inventory, market intelligence including competition/GMA, improve usage of Easy24), improve education of wholesalers' staff to PRS brands

Design and implement plans to improve distribution and rotations at scale of Pernod Ricard brands in collaboration with wholesalers, leveraging Easy 24 eB2B tool: planning of tactical trade promotions & trade incentives, setting of PVA targets to wholesalers

Design and roll-out nationwide portfolio programs to capture new business opportunities during key festive moments of liquor consumption in the year in collaboration with wholesalers: 7-Moon, F1, Deepavali, Xmas, CNY, V-day, National Day, etc

Drive implementation of new business development initiatives: Eco-spirits scale up with On-Trade wholesalers, implement Prestige Acceleration plan with wholesalers' private clients

Lead Wholesaler RTM optimization initiatives: Trade Terms Optimization, Project Clear implementation, yearly review of distribution partners to ensure right level of focus

Design and Implement Commercial Strategies to grow top line with Key Accounts Ecommerce & PRS eSIS:

Main accountability to manage a P&L: drive sell-in (volume, net sales, contributive margin) and manage A&P budget

Develop and implement commercial plans in accordance to brand and channel strategies with respective accounts to achieve both quantitative (volume, profitability & market shares) and qualitative KPIs (visibility, activation & consumer engagement)

Design and execute brand activations and sales promotion plans by deploying the right tools

Achieve sales fundamentals KPIs, effective deployment of trade activation activities and improve share of visibility of our brands online (distribution, placements & secondary display)

Drive maximum business impact and improve ROI through strategic negotiation plans and strong data analytics to evaluate and optimize investment costs

Drive strategic negotiations as well as identify gaps and opportunities to grow PRS business. Establish close partnership and build PRS as the preferred partner in key strategic accounts through active engagement with different external stakeholders and building joint business planning

Re-boost our business with Alcohol Online Pure Players Key Accounts (2 to 3) and ODD (2)

Manage day-to-day operations of PRS Shop-in-Shop on e-commerce platforms, pn Shopee and Lazmall, and drive online activities in relation to traffic acquisition, sales, customer service, content maintenance, order & inventory management across all E-Commerce accounts by working closely with Marketing, Supply Chain and Finance

Lead internal business planning and analysis linked to the customers managed & eSIS:

Monthly sales forecasting for customer managed & eSIS

Monthly activity reports and sales analyses

Analyses of wholesalers, key accounts & eSIS performance: sell-in, sell-through, trade inventory, distribution points, pricing, ROI and effectiveness of activities & promotions

Coach 1 direct report, 1 CDP Wholesalers & E-Commerce:

Design sales call plan

Weekly 1-1 review