Job Purpose
Lead our strategic roadmap and growth plan for Adjacent products and other beverages. Build a strategic plan, playbook and value proposition material to provide guidance to the organization to sell HG as specialist in the field. Build a sales unit in the network that will elevate the expanded product focus. Execute growth strategy to expand and maintain customer base, deliver net growth, revenue, profitability in line with business strategy, financial objectives, Group guidelines and policies.
Key Tasks
* Define execution plan of 3 year roadmap by developing local sector strategy, consolidation of industry demands and ensuring best practice sharing
* Build team in accordance to the strategic mapping of business flows and customer locations.
* Review attractive trade lane flows (products) with our existing expertise and specialized network offerings
* Develop an organizational playbook to onboard the group in new business development plan
* Create overview of value proposition to new products based on the legacy success in beer, wines and spirits and translate products into solutions to meet their needs.
* Develop product profiles and behaviours
* Clarify roles and responsibility within functional and regional accountability
* Provide input to developing key account strategy including account planning, revenue targets, service goals, etc. considering regional or global
* Plan, oversee and deliver sales objectives for select group of strategic accounts across a region or globally
* Coordinate and control sales activities and initiatives including contract negotiations for assigned key accounts with significant impact on overall results and objectives
* Take steps to ensure key account retention, business growth, and profitability
* Support key customers, enhance internal and external collaboration and cross selling
* Coordinate activities of functions where the customer has direct contact to provide consistent and cohesive services
* Build relationships with existing and potential customers, associated networks and support functions for enhancing efficiency in sales delivery
* Identify decision-makers, build relationships with accounts to negotiate customer contracts, promote brand awareness, resolve issues and result in profitable business
* Analyze complex issues and modify processes and techniques in own work area for enhanced efficiency and effectiveness
* Negotiate and authorize agreements/ contracts, change terms and conditions in line with Group guidelines
* Motivate, develop and coach team members within the network environment to engage and contribute to key account strategies
* Work closely with country managers, sales managers and pricing managers to support the new development and project
Stakeholders
* Communicate and influence senior business leaders outside of own job area to accept practices and approaches
* Develop strong, trusting relationships with senior business leaders across HG
* Collaborate on a high level with local country management, sales management, Pricing and operations management.
Skills
CRM, Customer Satisfaction, Customer Development, Account Management, Major Accounts, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Contract Negotiation, Budgets, Sales Forecasting, Business Development, Revenue Growth, Market Trends, Sales Channels, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management, Resourcing
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