Reporting to the Head of Sales, the Channel Sales Lead, International ONT will be responsible for managing and developing relationships with indirect sales segments within the International ONT channel, to promote and sell the full portfolio of PRS and bring to life the brands plans in the channels. He/she is responsible for co-designing and implementing the channel strategy with the objective to enhance the presence of PRS brands and grow PRS revenues. Managing a channel with significant business growth opportunity for PRS, the role is critical in growing PRS challenger position and market share by actively and aggressively going after competitors’ sales & by capturing new business opportunities across the whole PRS portfolio.
International ONT channel comprises of the following segments: Iconic & Leading Western High Energy Bars, Nightclubs, Low Energy Bars, Cocktail & Cigar Bars, Western Social Clubs, Western & Modern Restaurants / Cafes, and other Iconic & Leading Restaurants in Singapore.
Co-Design Commercial & Trade Marketing Strategies & Implementation Plan to grow top line across the channel
- Outlet contracting strategy and framework (outlet call plans for self and for CDP managed, continuous improvement of contract commercial terms & conditions),
- Portfolio PVA strategy by sub-segment and Identification of key accounts
- Design and implement plans to improve distribution and rotations at scale of Pernod Ricard brands across contracted outlets, leveraging Easy 24 eB2B tool: planning of tactical trade promotions & trade incentives, setting of PVA targets for contracted outlets
- Define Targets of PVA & sales generated for the channel managed and Build VA & TPTI (Visibility, Activation, Tactical Promotions and Trade Incentives) & Calendar & target sales per activity for Key Outlets
- Actively drive new business growth across the channel: Prestige+ Whisky & Cognac, Ultra-Premium- Whisky & Gin, Eco-spirits scale up
Implement Plans to grow top line & drive Consumer Engagement in L3F with Accounts managed by the International ONT team
- Build and maintain strong relationships with channel partners, understanding their needs, addressing any concerns or issues, while aligning their efforts with the company’s overall commercial objectives
- Perform sales calls on contracted and prospect outlets in the channel
- Conduct contracts negotiations, within investment guidelines to optimize profitability for PRS
- Drive sell-through (volume, net sales, contributive margin)
- Onboard new outlets on Easy24 and ensure Easy24 adoption by all current outlets
- Process backend sales claims for contracted outlets
Specific Focus on Key Accounts (2-3 per segment):
- Conduct quarterly business reviews with top Key Accounts identified
- Review performance and develop bespoke action plans with identified gaps/risks/ opportunities.
- Drive L3F excellence: responsible for execution of PVA plans in identified outlets through taking charge of negotiation with outlets and implementation in the L3F
- Actively drive new business growth & market share gain through identifying new consumer trends and competitor sales in KA managed and co-developing consumer conversion tactics & strategy to PR brands with the KA
- Partner Enablement: Providing partners with the necessary training, resources, and information to effectively sell the company's products or services. This could involve product training, sales training, and access to marketing materials.
Be the Internal expert of the channel enabling planning & analysis activities
- Consolidate market intelligence on key competitors’ activities, consumer consumption trends in outlets, outlet opening/closing and trade news
- Reporting: Providing regular reports to senior management on channel sales performance, partner activities, and market trends
- Key point of liaison internally for marketing on the roll-out of brand activities: identify outlets targets for nationwide consumer promotions, key branding activities, etc.
- Actively plan and manage A&D linked to the contracts in the channel (Cash sponsorship) in close collaboration with finance
- Actively contribute in improvement of ways of working and simplification of PRS internal SOP linked to management of the channel
- Active contributor to the S&OP exercise through providing necessary information to the Head of Sales and Sales Manager in charge of wholesalers to finetune the sales forecasts
- Manage A&P budget attributed to the channel and evaluate the effectiveness of activities carried on to provide recommendations on future improvements of ROI.
· Coach a team of 2 direct reports
- Team: 1 Customer Development Partner (CDP) & 1 Brand Ambassador (BA)
- Weekly 1-1 review with each direct report
- Design sales call plan
