Job Description
Key Deliverables of the Role
Sales
- 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.
- Strong public speaking and presentation skills.
- Proficient in MS Office.
- Fluency in English, both written and spoken.
