BIRA 91 - Manager - International Business

SUMMARY OF THE POSITION

Your role is to develop and recommend sales & marketing initiatives and strategies which, once approved and implemented, will effectively contribute towards attainment of the sales volume, sales revenue, market share, and profit contribution objectives which are established for each of the Company's brands.

ROLE AND RESPONSIBILITIES

Build Sales Volumes

- Research, contact and interact with potential and current customers and distributor partners based in International markets. Work with them to increase sales in those markets.

- Keep track of sales: Track and Report past sales. Forecast future sales.

- Creating marketing mix and finding key channels for new market activations.

- Driving marketing campaigns and events in all the markets with the support of Marketing teams.

Internal Coordination

- Planning -Both Annual volumes and budgets and allocating all the Budgets to different headers at country level and central level.

Interact with internal (production and logistics) teams to ensure product availability & minimum inventory levels at all stages of the channel to ensure timely shipping of product, equipment and marketing materials to our external partners.

- Compliance with Excise and Customs rules in India and destination markets.

New Markets

- Research on Beer markets and present the research findings to understand the culture and building a strategy on how to enter the market.

- Scanning, negotiating and finalizing the distributors/importers, super market chains, e-commerce companies.

POSM and Activation Management

- Manage & execute the activation calendar, as agreed with Central Marketing and the distributor team.

- Responsible for planning & execution of all local activations, monthly reporting on activations done and feedback on engagement programs.

- Develop & coordinate the required set of activation tools, including forecasting & provisioning of POSM to ensure the sales team have the required tools to implement the agreed activation plan and adequately provided for by central marketing.

- Manage third party providers/local vendors across event management, POS warehousing and logistics, POSM kit development and installation to assist in the timely and seamless delivery of the activation planned.

- Proper POSM management including reordering frequently required items and phasing out/deleting inactive items.

Liaison Between Distributor team and Central Marketing

- To act as an effective link between Distributors and Marketing by ensuring that the required information is readily available to each other and exchanged in a timely and comprehensive manner.

- Support the Distributors in decision-making process by coordinating feedback on activations through direct interaction with Field Sales and Brand Marketing.

Advertising & Promotional Budget Management

- Responsible for managing regional A & P budget. Frequent review of monies under/over utilized and suggest alternative options to increase investment efficiencies.

- Responsible to provide commercial intelligence like competition activities, insights and trends, competition data (Qualitative & Quantitative), channel wise market share, reports on KPI.

- Spend at least 3 weeks in a month in the market, with the distributor team, to support them in improving depletions by analyzing the efficacy of the ongoing activations and developing new programs.

Conduct Trade Trainings

- Spend time in the market to add value by conducting basic trade trainings on the brand.

- Trainings to be conducted for waitstaff/key trade members as per the standardized format shared by central marketing. All trainings to be only conducted for on and off-trade for accounts as defined by the Sales team.