Achieve targeted profits, sales turnover, market share, and customer service levels as outlined in business plans. This includes having a Customer Development Plan for every client.
Sell and negotiate trading terms effectively.
Focus on selling core company brands and ensuring optimal distribution for profitability.
Identify market segments and develop tailored sales strategies for each account, utilizing technology and data insights.
Organize tastings and, where possible, provide training on beverages for clients.
Notify accounts of new product launches and maximize product listings in outlets.
Research new customers/prospects and agree on sales and consumer activity plans for new accounts.
Effective distribution management is key to the role’s success.
Customer Relationship Management
Build strong partnerships with customers to boost sales in value and volume by regular visits and meaningful interactions guided by a journey plan and Customer Development Plan.
Address product, price, and availability issues to enhance relationships while balancing commercial needs in collaboration with Finance and Customer Service teams.
Establish service contracts and ensure adherence to agreed terms.
Develop strategies to win key customer loyalty and engage stakeholders during evening trade tours.
Information Analysis
Collaborate with the Sales Manager to analyze sales trends across categories and brands and develop targeted strategies.
Create compelling selling stories around the right products for the right consumers at the right time.
Identify and address distribution gaps effectively.
Maintain comprehensive customer records, including key personnel details, sales performance, agreements, and correspondence.
Marketing Plan Implementation
Execute marketing plans and consumer activities to enhance brand visibility and equity.
Partner with accounts to optimize merchandise use.
Develop tailored activation programs for customers, aligning with brand objectives.
Brand Development Support
Monitor and communicate customer support funds monthly, aligning investments with the Customer Development Plan.
Analyze and evaluate promotional proposals and trade support using appropriate tools.
Focus tactically on key products to ensure brand prominence among end consumers.
Payment Collection and Debt Management
Ensure timely payment collection as per company policies, including physical cheque collection if required.
Address and resolve long-standing debt issues.
Other Responsibilities
Manage special orders and ensure timely depletion.
Report market developments and feedback to relevant stakeholders.
Represent the company at trade and sponsored events.
Ensure compliance with laws and company policies in all sales activities.
Work cohesively within the team to align with organizational goals.
Key Interfaces for the Role
Reports to the Sales Manager.
Regular interactions with:
General Manager – Abu Dhabi On Trade
Sales and Marketing Team
Wine Team
Logistics and Finance Team
On Trade Customer Base
Education and Career Requirements
Graduate qualification required.
3–4 years of substantial sales experience, preferably in FMCG or liquor industries.
