Channel Sales Manager - Mot CP

1. JOB SUMMARY

- Be responsible for attaining turnover target according to company business development strategy within assigned customer/channel.

- Act as the main gateway between Pernod Ricard (PRVN) and Distributor to achieve overall business objectives and profitability at the MOT channel.

- Coordinate with Marketing/Trade Marketing Department to enhance customer relationship, product presence, brand visibility & image and increase market share.

KEY ACCOUNTABILITIES

- Act as the primary liaison between PRVN and the distributor to achieve overall business objectives and profitability within the MOT channel.

- Facilitate and lead the business integration process (including processes, reports, business reviews, forecasts, etc.) for the distributor to ensure smooth operations.

- Formulate and implement the MOT channel strategy (such as the MOT playbook and hotel/resort channel development) to deliver on sales strategies.

- Coordinate with the MOT regional sales team to deploy the MOT channel strategy effectively.

- Oversee the development and management of comprehensive monthly, quarterly, and annual sales plans in coordination with the distributor to ensure alignment with targets for sales value, account coverage, sell-in, and sell-out activities. Lead business communications and business review meetings with the distributor's management teams.

- Strategically collaborate with the Brand Marketing and Trade Marketing teams in coordination with the distributor to design and execute activation plans that effectively penetrate new accounts/channels and sustain key brand equity.

- Provide high-level strategic advice to the direct manager and distributor on sales planning and client performance, ensuring informed decision-making and optimal resource allocation.

- Explore new business opportunities and initiatives with the distributor; manage the distributor contract renewal process.

- Take necessary actions to resolve operational issues and customer complaints from the distributor.

- Establish and maintain a proactive network of relationships between PRVN and the distributor.

- Monitor and analyze sales performance to identify improvement opportunities and ensure targets are met.

- Ensure compliance with Pernod Ricard's standards and practices in all sales and marketing activities.

Education & Experience

• University degree

• At least 8 years relevant experience in sales field and 3 years in management role

• Demonstrate strong customer management and communication skills

• Demonstrate strong understanding of company’s industry/business/products

• Relevant experience in the alcoholic industry or FMCG is an advantage

• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)

• Demonstrate fluency in English, both written and spoken

Competencies

• Consumer centric: Selling, customer knowledge, business review, market intelligence & competitive analysis, product knowledge.

• Business acumen: Trade maths, financial acumen, trade investment, channel management, revenue growth management, category management.

• Operation excellence: Route-to-market & coverage planning, operational performance analysis & monitoring, sales process execution & optimization.

• Leadership: Influence & persuasion, personal accountability & ownership, professional development and a growth mindset.

• Data & Decision Making: Sales Data analytics & insights, problem-solving and root cause analysis, decision-making agility and contract management.

• Others: Computer literate with strong business English skills.