Senior Channel Manager, HORECA and Retail (Singapore)

Reporting to the Country Manager, Singapore & Malaysia - Senior Channel Manager, Retail and HORECA (Singapore) is responsible and accountable for the Commercial Management and Customers Strategy vision, and its best-in-class execution and delivery of key commercial objectives (achievement of top line sales revenue and volume targets, gross profitability, allocation optimization) and brand presentation in the HORECA & RETAIL for the Singapore market across TEG portfolio. The HORECA & RETAIL represents 45% weight to total Trade business in Singapore, with 280 outlet business partners.

• Develop, manage and execute the channel strategy, communicating the channel's vision and roadmap.
• With leadership from the Country Manager, plan, establish and implement the annual sales budget (AOP), quarterly forecasts (LEs) and strategies for HORECA & RETAIL channel to meet Company targets for growth, profitability and increase/sustain TEG's market leadership in the competition landscape.
• With leadership from the Country Manager, contribute to gross-to-net revenue maximisation through effective Commercial strategies such as allocation optimisation, channel-product mix management and optimisation of selling cost/trade investments in the Modern On-Trade & HORECA segment.
• Work with importers & wholesalers on alignment of allocations, target distribution and fulfilment of order deliveries to outlets BPs.
• Drive best-in-class HORECA & RETAIL Distribution Segmentation and Strategic Visibility execution excellence with The Macallan as primary focus through implementation of key programmes such Spiritual Home Acquisition, strategic collaboration with key accounts to continuous elevate the salience and brand equity at Trade
• Continuously assess the addressable outlet universe (including quality of outlet distribution) to acquire and penetrate new accounts for TEG portfolio to prepare for future growth opportunities
• Lead, coach, develop and drive a high performing, capable HORECA & RETAIL team through strong leadership to achieve Commercial (sales and volume revenues, profit maximisation) and brand plans at Trade.
• Establish, manage and maintain strong relationships with key business partners through periodic visits to achieve sales plan and prepare for future growth opportunities.
• Effectively negotiate outlet contracts with business partners with the aim to maximize investment ROI and optimise price support/selling cost budget.
• Ensure timely submission/receiving of required reports from customers i.e., outlet depletion (sell-out) report, inventory report, sell-through report (where relevant).

Talent and skills:

• B2B sales leadership or national key account management capacity in premium consumer goods segment, wine and spirits, F&B or hospitality segment with minimum 6 years people management and stakeholder management experience.
• Understanding of the HORECA & RETAIL dynamics of the wine and spirits landscape in Singapore
• Understanding of the luxury/prestige consumer goods market in Malaysia
• Appreciation for wine and spirits category, and the nightlife lifestyle
• Driven, self-motivated, proactive and positive with a can-do mindset
• Well-developed stakeholder management skills (internal/external)
• Strong negotiation, numerical and analytical skills
• Strong interpersonal, customer relation and communication skills
• Well-developed motivation and coaching skills
• Effective time management and organization skills with attention to detail and accuracy
• Knowledge in MS Office, Sales Force or Power BI
• Proficient in written and spoken English, Mandarin Chinese and local dialects