JOB MISSION
The Commercial Development Manager, On-Trade is responsible for supporting the development of the on-trade commercial development strategy, and leading the portfolio-wide trade marketing function, namely Sponsorships & Partnerships and Nationals & RTM. This role will be responsible for the Commercial Development hub to support the volume and value growth of this complex multi-channel area of the business. The responsibility of this hub would be to: Coordinate channel needs as a supportive interface between Brand and On-Trade Sales Deliver cross portfolio activations, POSM dissemination, preservation systems, Maison visits, etc. Activations in RTM & Nationals and Sponsorships & Partnerships, where the scale & growth opportunity of the channels are portfolio focused.
Utilize data tools to create reports & analysis informing business decisions. RESPONSIBILITIES OF THE ROLE
Commercial Development Planning
Recommend action plan to improve performance when needed, based on channel analysis Review the commercial strategy for each channel including assortment, segmentation strategy, prospecting, territory management. Ensure the availability & usability of customer facing material and information to support Sales to achieve their objectives and deliver the plan. Lead sales team tool usage and implementation (Salesforce, Yammer,...), with a focus on Digitalisation of the team. Manage Commercial Development Assistant and Account Management intern Trade Activations (Sponsorships & Partnerships, Nationals & RTM)
Lead the Trade Marketing Managers in planning, implementing, executing and reviewing trade marketing programmes (for relevant channels) Manage them to execute and deliver brand activation on the field, ensuring both sales and brand KPIs. Leverage the knowledge of the trade to input marketing strategies and develop efficient brand plans. Qualifications:
Significant experience in on-trade sales Experience in trade marketing
Key Skills & Knowledge:
Knowledge of the UK on-trade, including Nationals, Stadia and RTM; including existing trade industry network Strong understanding of Moet Hennessy matrix structure, and of the Maisons within the portfolio Proven time & project management, with the capability to juggle tight timelines & limited budgets Strategic thinker, whilst being commercially astute and with a strong business acumen Strong analytical skills and ability to interpret and apply information Wine and spirits knowledge advantageous Previous sales experience and understanding of trade dynamics, especially the wholesaler universe
Personal & interpersonal skills:
People management & strong leadership Excellent communication and interpersonal skills Proactive, assertive, solution-oriented, with the ability to deal with ambiguity Customer focused with a willingness to spend a significant amount of time (50%+) in trade
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The Commercial Development Manager, On-Trade is responsible for supporting the development of the on-trade commercial development strategy, and leading the portfolio-wide trade marketing function, namely Sponsorships & Partnerships and Nationals & RTM. This role will be responsible for the Commercial Development hub to support the volume and value growth of this complex multi-channel area of the business. The responsibility of this hub would be to: Coordinate channel needs as a supportive interface between Brand and On-Trade Sales Deliver cross portfolio activations, POSM dissemination, preservation systems, Maison visits, etc. Activations in RTM & Nationals and Sponsorships & Partnerships, where the scale & growth opportunity of the channels are portfolio focused.
Utilize data tools to create reports & analysis informing business decisions. RESPONSIBILITIES OF THE ROLE
Commercial Development Planning
Recommend action plan to improve performance when needed, based on channel analysis Review the commercial strategy for each channel including assortment, segmentation strategy, prospecting, territory management. Ensure the availability & usability of customer facing material and information to support Sales to achieve their objectives and deliver the plan. Lead sales team tool usage and implementation (Salesforce, Yammer,...), with a focus on Digitalisation of the team. Manage Commercial Development Assistant and Account Management intern Trade Activations (Sponsorships & Partnerships, Nationals & RTM)
Lead the Trade Marketing Managers in planning, implementing, executing and reviewing trade marketing programmes (for relevant channels) Manage them to execute and deliver brand activation on the field, ensuring both sales and brand KPIs. Leverage the knowledge of the trade to input marketing strategies and develop efficient brand plans. Qualifications:
Significant experience in on-trade sales Experience in trade marketing
Key Skills & Knowledge:
Knowledge of the UK on-trade, including Nationals, Stadia and RTM; including existing trade industry network Strong understanding of Moet Hennessy matrix structure, and of the Maisons within the portfolio Proven time & project management, with the capability to juggle tight timelines & limited budgets Strategic thinker, whilst being commercially astute and with a strong business acumen Strong analytical skills and ability to interpret and apply information Wine and spirits knowledge advantageous Previous sales experience and understanding of trade dynamics, especially the wholesaler universe
Personal & interpersonal skills:
People management & strong leadership Excellent communication and interpersonal skills Proactive, assertive, solution-oriented, with the ability to deal with ambiguity Customer focused with a willingness to spend a significant amount of time (50%+) in trade
#J-18808-Ljbffr
