JOB SUMMARY
The National HORECA Manager is responsible for implementing commercial business plans in the assigned area. Focus on priority channels and ensure channel plans & growth strategies are developed to deliver channel growth based on customer / consumer requirements. Expand and develop business to achieve sales volume and market share. Provide merchandising, promotion, and business development recommendations by corroborating with the Marketing and Trade Marketing team.
CORE RESPONSIBILITIES
Budgeting & Control
- Lead annual HORECA sales budget development (sales target, market share, margin, sales reduction, trade A&P, manpower), allocate budgets and targets for team members, to generate the desired profitable sales mix)
- Control implementation of approved budget, analyze variances and recommend adjustments, continuously identify opportunities and risks, addressing them by developing contingency plans, to help ensure optimal revenues and margin results.
- Oversee the channel CDPs and propose trade spending efficiency related to business potential with customers.
- Control customers budget according to business performance.
Sales, Distribution, and Forecasting
- Implemented annual portfolio included NPD and channel execution plans.
- Manage master visit plan and execute business expansion related to yearly distribution target.
- Identify potentials and convince new outlets to expand distribution both contract and non-contract outlets by working collaboratively with DG team
- Negotiate customers contracts including sales prices and maximize portfolio distribution.
- Achieve and monitor sales volume and distribution target on monthly, quarterly, and yearly basis.
- Maintain and develop good relations with outlet owners.
- Coach/train CDPs with providing merchandising and business development recommendations, coordinate with permanent and temporary Brand Presenters, call upon Trade Marketing for larger scale projects.
Business Information & Intelligence
- Keep active watch on market, competition, counterfeiting, wholesalers, retailers, customers and consumer trends.
- Keep connecting with contract and non-contract customers to explore business opportunities.
Category Management
- Apply investment package and activities guidelines and standards per type of segment, assist Trade Marketing in testing new ideas of value-added services to customers in their own network, to ensure best adaptation of PRT offer to each customer touchpoint.
Activation & Visibility
- Closely coordinate with the Marketing team to agree on the right brand assortment per customer and ensure distribution targets are met and maintained.
- Convince outlet owners to use allocated promotional budget, initiate ideas or implement Marketing and Trade Marketing team's plan
- Recommend and organize PR actions and/or animations (tasting, special price offers, FOC bottles, raffle/contest, theme nights, private nights), coordinate Brand Presenters during events, secure Trade Marketing's support for larger-scale actions
- Spearhead regular checking and evaluation of rented displays and recommend reallocation to other productive stores or brands when necessary.
- Work closely with Marketing and Trade Marketing teams to build and seamlessly execute impactful and compliant sales driving activities and ensure on going monitoring and evaluation while proposing improvement recommendations as required.
People Management
- Motivate and coach subordinates, share knowledge and advice on problem-solving solutions, monitor and evaluate performance, recommend promotion, bonus and competency assessment gradings to secure a committed and efficient team.
- Conduct one-on-one review with all direct reports to build more effective communications, to understand training and development needs, and to provide insight for the improvement of performance
- Maintain succession plans and individual career plans, to ensure that subordinates are developed in line with their aspirations and the company's development need
Sales Reporting
- Monitor and report level of achievement of sales target, off-take (PRT & competitors) and A&P budget within assigned area.
- Lead the forecasting process and S&OP (Anaplan) to ensure smooth ordering and adequate stocks for selling.
- Oversee business watch, retailers data management, competitive watch and shopper insight activities, inform all key stakeholders on trade and competitive intelligence and provide recommendations as they apply to assigned customers, in order to ensure the company's continuous adaptation to market trends and innovative competition.
- Strict compliance with and implementation of sustainably & responsibility programs
Job Requirements:
- Minimum bachelor's degree in Sales, Marketing, Business
- At least 10 years in Sales (preferably HORECA or key account management) including 5 years at Management level.
- Experience in FMCG sales preferable
- Good Business English, computer literacy
- Knowledge of sales fundamentals
- Effective communication, presentation, negotiation, problem solving, interpersonal and analytical skills, Initiative, assertiveness and result orientation
- Understanding of Thai night life environment
- Understanding of Sales and Market in alcoholic business or related field
