Global travel strategy & customer management
- Work with the Director GT and stakeholders to develop and execute the GT territory strategic plan.
- Develop, negotiate, and execute the GT strategic plan with customers.
- Maintain strong relationships with stakeholders to identify opportunities for growth and brand presence.
- Monitor the implementation and measurement of objectives, and provide feedback to maximise learnings
- Build Joint Business Plans (JPB) with priority customers to ensure that the sales plan delivers category growth. Clear points of differentiation to be developed in the JBP to ensure it delivers on the strategic agenda
- Conduct business reviews to agreed standards focused on business development and category growth
- Manage strong commercial relationships and facilitate cross functional relationships across marketing, finance, supply & customer service
- Ownership of the P&L including achievement of volume, revenue and profit targets by maximising brand exposure and yield from promotional expenditure
Drive the achievement of key commercial objectives and delivery of KPIs
- Deliver the financials for TWE with P&L accountability – volume, NSR, net margin and trade spend budgets
- Deliver on KPO’s with key customers based onIdentified opportunities for growth based on customer and business needs
Utilise skills in financial management to maximise ROI for Penfolds in tactical or negotiations with customers
Oversee all activities related to customers to ensure effective management of trade spend
People leadership, communication & coaching
- Provide a high level of leadership, development and coaching for the GT Brand Ambassadors team focused on sales skills and consumer experience excellence.
- Regular communication with the customers about performance, forecast and opportunities and key stakeholders to ensure execution of the plan
- Provide feedback on the effectiveness of execution initiatives to drive volume, share and profitability
- Ensure adequate product knowledge and training to enable effective key account management
Pricing & promotional effectiveness
- Optimise pricing effectiveness (pricing strategy & promotional recommendations).
- Management of the promotional clash calendar for the region by customer
- Deliver promotional activity in accordance with brand strategy
- Innovate to deliver creative solutions for the customer addressing their needs within TWE framework
Customer expert
Be the customer expert with a comprehensive understanding of strategies & tactics and communicate these effectively to internal stakeholders. Focus on the following:
- Customer proposition and differentiation
- Growth strategies and targets
- Execution capabilities – to include what we can achieve in store with brand ambassadors
- Customer financial metrics and performance
About you
- Degree in Business, Commerce or Marketing
- Formal wine training (WSET) preferred
- Duty free and travel retail commercial experience preferred
- Eight (8) years in regional management national key account management in wine, alcohol or FMCG
- Strong negotiation, analytical and financial skills in planning and execution
- Experience of delivering on customer needs and operating within company strategy
- Strong strategic business focus
- Experience in dealing with dynamic customers & proven track record in negotiation
- Ability to understand, embrace, adapt and capitalise on change
- Strong communication and influencing skills
- Proven record of sales success and delivery to targets
- Ability to lead cross functional internal teams.
- Proficient in Microsoft Office: Word, Excel, PowerPoint & Outlook
- Frequent travel
