Pernod Ricard India - Manager - Sales - Luxury/International Brand

Sales Manager (Luxury/International Brands)

JOB SUMMARY :

- Lead the Mumbai Key accounts channel to support volume, Market share and Brand/Channel activation initiatives with enhanced brands presence and visibility in the channel

- Lead association with leading F&B chains/accounts to build PR brands portfolio and preferred partnerships for profitable and sustainable growth

- Effectively Institutionalise defined processes to build a strong competitive edge.

- Team reporting role

KEY RESPONSIBILITIES :

Volume and Market Share :

1. Plan account/category level volume & market share to achieve budgeted volume and share

2. Work closely with Region teams to identify and capitalize specific channel/category opportunities

3. Seed and Build NPD's to further grow future categories

Brand and Channel Activation and visibility :

4. Drive Integration of Brand and channel program/plans in market with a certain scale resulting in desired volume/category growth with enhanced impact in the trade

5. Support the development of channel/category activation programs with Tie up accounts to leverage/maximize A&P effectiveness - Activation calendar for Tie up accounts

6. Liaise with brand team and external agencies for timely implementation of activities

7. Achieve fair share of visibility in the trade for focus brands

Develop/Maintain commercial propositions and A&P budgets :

8. Ensure volume, share and activation delivery as per agreed contract

9. Optimize trade terms

10. A&P budget management per plan & phasing by brand/region

Process capability :

11. Institutionalize strong process mindset and capability to establish competitive edge.

People Management :

1. Coach and mentor KAM's -Industry Best practice, Channel/Consumer Insights

2. Institutionalize robust internal and external business review

3. Foster an environment that develops customer/consumer centric culture demonstrating strong PR values

4. Talent Management: clear understanding of talent, their strengths, and areas of opportunity, and have development and succession plans in place for the sales organization

Key Performance Indicators :

1. Volume and Market share

2. Drive Brand/Channel activation calendar

3. Develop and maintain commercial propositions and trade terms

4. Institutionalize processes in the channel

5. Drive internal and external capability building programs/initiatives

6. Establish and maintain relationships with industry influencers and key strategic partners

7. Coach and mentor On Trade Managers and KAM's

INTERACTIONS INTERNALLY :

- Region Sales & Marketing Team

- Central Field Marketing

- Brand Team

- Finance Team

- Legal Team

EXTERNALLY :

- Hotel/F&B Industry

- Event Agencies