JOB SUMMARY
Reporting to the Sales Manager, the Key Accounts Development Partner will be responsible for managing Modern Off-Trade Key Accounts (MOFT) and selected Wholesalers within the Wholesalers & Off-trade Team to drive achievements of the team's quantitative and qualitative objectives.
He / she is responsible for co-developing the Off-Trade channel strategy with the main objective of the role is to enhance PRS brands presence on the ground, grow PRS revenues and market shares and capture new business opportunities across the whole PR portfolio and in all categories relevant for PR. He / she will also support in the development of our business in the On-Premises through better partnering with our Wholesalers.
Main responsibilities of the role include driving the planning of sales and promotional activities with key stakeholders of PRS S&OP (Sales & Operations Planning) and S&M (Sales & Marketing) cycles, as well as strong liaison with the Marketing teams to bring to life designed plans.
KEY ACCOUNTABILITIES
- Drive P&L objectives achievement (Volume, Net Sales, Gross Margin) with strategic management of commercial enablers:
- Optimize and implement A&D (Allowances & Discounts) and Trade A&P (Advertising & Promotion) budgets through strong collaboration with Trade Marketing and Commercial Excellence teams
- Improve Ways of Working and build strong relationships with customers, understand their needs, address any concerns or issues, while aligning their efforts with the company's overall commercial objectives
- Build PRS as the preferred partner in Modern Off-Trade Key Accounts (MOFT) through active stakeholders engagement and building joint business plans
- Drive maximum business impact and improve ROI through strategic negotiation and data analytics
- Design and implement Channel Growth strategies and implementation plansin Modern Off-Trade Key Accounts (MOFT) to drive distribution and rotations at scale for all PR brands in line with the company's strategy:
- Develop and implement commercial and trade marketing plans and activities calendar in accordance to brand and channel strategies to achieve both quantitative (volume, profitability & market shares) and qualitative KPIs (presence, visibility, activation & consumer engagement)
- Execute Portfolio PVA strategy in accordance with brand and company strategy
- Key point of liaison internally for all departments especially Marketing on the roll-out of brand activities
- Support the Sales Manager in the management andimplementation plansfor the Wholesalers Channel to drive distribution and rotations at scale for all PR brands in line with the company's strategy:
- Direct management of selected Wholesalers
- Implement commercial and trade marketing plans and activities calendar in accordance to brand and channel strategies and execute Portfolio PVA strategy in accordance with brand and company strategy
- Lead internal business planning and analysis for the Modern Off-Trade Key Accounts (MOFT):
- Commercial lead in key internal alignment processes of S&OP (Sales & Operations Planning) and S&MP (Sales & Marketing Planning) responsible for developing and sharing monthly forecasts and channel plans
- Monthly channel activity reporting to capture key information from the ground (PR and competitor brands activities, pricing movement, etc.)
- Customers & Channels performance analysis: sell-in, sell-through, trade inventory, distribution/rotations evolution, promotional & pricing levers effectiveness
JOB REQUIREMENTS
Education & Experience
- Degree holder with formal business qualifications or equivalent
- Minimum 5 years of key accounts management experience in FMCG Off-Trade sales, with direct management of Modern Off-Trade accountssuch as NTUC FairPrice, DFI and / or Sheng Siong
- Experience in distributors / wholesalers management is a plus
- Proven successful negotiations and strong knowledge of commercial terms
- Excellent planning, project management, and presentation skills
- Proficient in Microsoft Office
Functional & Leadership Competencies
- Excellent critical thinking, strategic mindset, and analytical skills
- Rational mind using data to design implementation of strategies and evaluate results
- Organized and strong results orientation
- Entrepreneurial mindset, proactive and hands-on, able to translate strategy into concrete actions
- Able to understand complex situations and problem-solving mindset
- Energetic and outgoing personality who enjoys socializing
- Able to build effective relationship with customers from various cultural backgrounds
- A team player with excellent interpersonal and communication skills
- Driven self-starter with a positive attitude and eager to learn
- Ability to multi-task and work independently in a fast-paced environment
- Digital savvy in a business context
