Off Trade & E-Commerce KA Manager

Role Responsibilities

Suntory Global Spirits – Manager, Off Trade & EC Key Account, Singapore

Manage direct sales to key MOFT and selected EC accounts, to drive volume off-take, maintain stronger control over relationships and margins while assuming minimal credit risk. Manager, Off-Trade & Ecommerce will lead a team to focus on strategy and planning (e.g. JBP, activations) with key MOFT and selected EC accounts, managing 3rd party merchandisers, order process, CRM for EC and admin tasks.

KEY RELATIONSHIPS

Reports to

• SG Country Manager
• Other key relationships 
• Commercial, finance, Marketing and trade marketing local and regional teams, external customers

KEY RESPONSIBILITIES

• Lead and align BSI and Retailers and eCommerce players organizations to maximize efficiency and effectiveness to achieve maximum penetration of off-trade distribution and sales
• Create and manage customer strategy and execution of category plans, pricing strategy, brand plans, promotional activity, and new products introductions with the Customer ensuring consistent compliance with BSI Strategy
• Achieve monthly, quarterly and annual targets for Off trade Retailers and eCommerce
• Analyze all available data sources (e.g. Nielsen) to make sure that Beam Suntory is delivering against key objectives and make necessary adjustments in collaboration with Trade Marketing
• Develop and execute together with eCommerce Specialist strategy for eCommerce channel and D2C
• Manage team of merchandisers to ensure 5P standards execution in key stores
• Conduct monthly/quarterly/yearly planning and market performance recap/review sessions to identify areas of opportunity and risk
• Provide monthly sales training and communication to merchandizers in areas of market, category and brand trends, as well as sales tactics and techniques.
• Manage all Sales Expenses within budget, and manage all BSI off-trade POSM
• Partner with trade marketing to reinforce off-trade commercial excellence by partnering the key accounts (off-trade) in executing best in class key account marketing and off-trade engagements plans
• Drive Gemba sessions to understand risks and opportunities in assigned channels.

Functional Competencies

• Distributor and wholesaler management
• Off-trade channel & category management
• Off- trade engagement acumen and reporting
• Customer service and relationship building skills
• Strong commercial acumen, good balance between brand awareness and financial sensibility
• Strong sales & negotiation skills
• Trade marketing experience
• Planning and organising
• Good presentation and communication skills