RESPONSIBILITIES:
· Define and action strategic commercial plans across each commercial channel (MOT, MOFT, Ecommerce & Traditional trade), shaping and delivering the customer and channel strategy for the RTM by maximizing the long-term value to the company
· Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
· Build a capable commercial team that efficiently covers our direct universe and building internal and external.
partnerships for the long term.
· Preside over national partnership negotiations and set guidelines that allow our team or the Distributor’s teams to manage the business daily basis.
· Embed a culture where an ensuing shared sense of purpose and a passion for winning results in a goal driven business that delivers on commitments.
· Manage rebates and sales structures to maximize volume and value, keeping price ahead of pricing commitments.
· Provide market input to S&OP process
· Ensure that your teams / Distributor’s teams have the resources and assets needed to deliver desired results.
· Manage the forecast process and annual budget process of the business
· Manage market / channel / account performance monthly basis – working with distributor counterparts to ensure delivery of forecast and budget (volume / value / execution)
· Actively build Distributor capability to create value for Bacardi and distributor.
· Input into the country IAP process to ensure local channel and customer needs are captured.
· Continuously optimize our Route–to Market and Cost to Serve in your territory.
· Build effective long-term relationships with distributors to drive financial impact.
· Align distributors and your sales and marketing teams behind targets and create a passion for winning.
SKILLS - THE SKILLS AND EXPERIENCE NEEDED TO CREATE YOUR LEGACY
· Significant commercial leadership experience, ideally within a beverage distribution company at a national level
· Experience in Consumer & Customer Marketing
· Experience in managing multiple stakeholders in a complex matrixed environment, especially Distributor Management
· Demonstrable track record of commercial performance
· Proficient in English language skills, MS Office & Chinese speaking
· 5 – 10 year Experience in sales in a leading FMCG company and leading teams.
· Prior experience in FMCG, Tobacco & Spirits is preferred.
PERSONAL QUALITIES – SHARE OUR FOUNDER’S PASSION AND ENTREPRENEURIAL FLAIR
· Belonging: You have a strong capacity to create a culture of ‘Belonging’, where people feel appreciated for who they are, what they do, and who they can become
· Self-Awareness: You have high levels of self-awareness, are reflective and know yourself well, understanding both your own strengths and weaknesses and your impact on others
· People Agility: You bring a deep ability to understand and relate to people and navigate through tough situations to harness and multiply collective performance.
· Results Agility: You demonstrate consistent delivery of results in first-time situations by inspiring teams, exhibiting a presence that builds confidence in yourself and others.
· Mental Agility: You can think critically to penetrate complex problems and expand the possibilities by making fresh connections. You think strategically whilst being execution focused and bring creativity to the challenges you’re presented with
· Change Agility: You have a deep natural curiosity, desire to experiment and ability to effectively deal with the heat of change. You have a growth and learning mindset: ready to test, stumble, learn and apply from experience
· You have a strong bias for action and focus on results, seeing the business as if it is your own
