Specific focus is placed on:
• Work closely with the marketing team to ensure best in class execution, and significantly ramp up our in-store availability and presence across all domestic markets and use shopper insights where relevant to drive category captaincy.
• Manage and develop relationships with senior level account contacts.
• Build brand equity / distribution across account base.
• Build and maintain strong, lasting relationships with TPB’s strategic customers and stakeholders across wine industry and organisations.
• Draw on support from other areas of the business to optimise business partnerships (marketing, customer service, finance, supply chain). Collaborate closely with Marketing team to ensure alignment of plans and priorities.
• Ensure implementation of business plans is achieved through managing the performance of the team and that the team is managed within agreed budgets and costs.
• Develop and maintain strong level of knowledge and understanding of market trends and competitor activity to enable fast decisions to benefit TPB business.
• Meet requirements of the individual and team Performance Management process.
What are the key decisions made in this role?
• Strategic sales planning (channel and customer) for customer base for inclusion in overall business plans
• Development of joint business plans and targets for all strategic accounts where appropriate
• Ownership for all controls, measures, programmes, and processes to be used in the achievement of agreed targets.
• Develop accounts budgets
• Route to market, choice of distributor partners and channel management
• Evolve structure and manage budgeted expenditure
What are the key challenges faced by this role in meeting goals/objectives?
• Change management and leadership of evolving Sales strategy, processes and organisation structure
• Alignment of resources with channel and customer opportunities
• Achieve distribution goals by brand
• Develop and implement sales metrics to illustrate real time status against KPO’s
• Build, develop and lead a team capable of achieving sustainable revenue and profit growth.
• Develop insights & leverage to drive growth
• Challenge in obtaining key performance metrics (distribution data, depletion data, inventory data)
• Alignment with distributors/customers to focus on TPB among other areas of their businesses
Key Relationships (Who does the role interact with?)
Internal
• TPB Leadership Team
• TPB Asia Team
• Commercial and sales operations team
• Commercial Finance Team
• Commercial Strategy & Revenue Growth Management
• Sales Leadership team
• Brand Marketing
• Customer Marketers , Category /Insights team
• Accounts Receivable
• Supply Chain & Operations
• Human Resources
External
• Senior management of key accounts
• Senior category buyers
• Senior Distributor staff
• Marketing/Event/Service agencies
Qualifications and Experience:
Qualifications/ Memberships:
• Degree in Business, Commerce, or Marketing preferred
• Trade / Liquor knowledge
• Ideally accredited Wine Education qualification Ideally accredited Beverage qualification
Experience, Competencies & Skills:
• Extensive experience in defined territory, preferably in the alcohol industry, with proven team leadership skills, senior sales and account management experience.
• Market knowledge and relationships with proven network highly valued
• Drive for results
• Building strong relationships, good collaborator
• Creating value through networks
• Influencing skills
• Exceptional leadership skills
• Advanced Negotiation skills
• Sound knowledge of branding
• Structured strategic thinking and planning
• Commercial acumen
• Understanding of core business processes
• Insightful interpretation of trends & insights
• Communication skills
• A proven track record of performance and delivery
• Strong problem solving skills
• Brand building oriented
• Ability to constantly drive profitability
