(Senior) Sales Officer, On Trade

Sales Rep for On Trade (ONT)

ROLES & RESPONSIBILITIES:

Sales Approach

• In consultation with the Area Sales Manager, develop a sales plan for the assigned ONT segment/district that will support sales volume achievements. The plan shall include a good understanding of the segment/district as well as customers requirements to ensure win-win collaboration.

• Establish a solid relationship with the outlet through customer engagement, understanding of customers needs and explore and pursue opportunities to increase sales. Inclusive that of competitors outlets.

• Review and manage business terms and conditions (including volume incentive, trade & Consumer initiatives, etc) to ensure successful contract negotiation and optimization of Advertising & Promotions efforts. Be sensitive to cost and profitability.

• Partner with Marketing & Trade Marketing and participate in Advertising & Promotions efforts to sell in value proposition(s) of ABPS and to be able to present these in context to address customer needs. Prepare and present business plan and review monthly/quarterly with outlet owners to help improve business.

• Participate in cross-functional teams to execute promotional activities in outlets and review their effectiveness in increasing sales. Monitor the work of Promotion Agents during sales activities, i.e. roving, if available.

• Ensure prompt response to inquiries and resolution of questions and/or complaints work with internal teams to ensure customer requirements are appropriately defined and addressed.

• Be on the ground and gather market intelligence with regard to trade/competitors activities with internal colleagues and determine appropriate counter measures.

• Maintain documentation, both electronic and physical, of sales activities in order to facilitate appropriate reporting develop appropriate reports on customer base, potential projects and general customer satisfaction.

• Complete all sales paperwork promptly and accurately.

• Perform related duties as assigned.

In-outlet Execution

• Work with Marketing/Trade Marketing teams to execute and track progress of BTL activities in the assigned outlets. Ensure Brand strategy is followed.

• Fulfill outlet call-plan and ensure execution of Picture of Success (PICOS) in the assigned segment/district. PICOS implementation shall focus on the availability, affordability and visibility of our brands of beer.

• Maintain an organized format during each sales call, covering all important topics effectively use IPAD as a tool to execute call objectives, update outlet listing, market intelligence/feedback, etc.

JOB REQUIREMENTS:

• Minimum a Diploma holder, English & Chinese communication skills required. We are seeking candidates proficient in Chinese to effectively communicate with Chinese-speaking clients.

• Minimum 2 year sales, marketing or customer-contact experience in a sales-related field, preferably in the FMCG industry

• Valid driving license/car preferred

• Computer knowledge Skills

• Basic knowledge and understanding of on-premise sales practices

• Interpersonal savviness - inside and outside the organization, builds appropriate rapport and effective relationships

• Good negotiation skills - skillfully negotiate with customers to ensure win-win collaboration

• Well-organised and ability to work under minimal supervision