Purpose of Role
Responsible for growing the profitability across the Wine portfolio by supporting Wholesale Director and Regional Sales Manager (RSM) to develop and drive national channel strategy, develop and streamline sales operation routine for national sale team and also provide leadership in initiating working procedures with other key functions i.e. Finance, customer service and marketing. The whole national sales team will benefit from the processes or procedures in place to optimize internal working efficiency thus to achieve individual business objectives and also maximize channel profitability.
The role is also responsible for developing, implementing and analysing the strategy to ensure the National and Regional Business Plans are achieved.
This role is part of national sales Leadership team and will also lead the negotiating with potential national customers and liaise with the National Industry
The role will embed a ‘speed to market’ approach in customer leadership and create an environment where all business opportunities are identified and actioned with urgency.
Key Responsibilities/ Accountabilities:
Channel Strategy Execution
•Drive segment volume and profit targets by ensuring, through your team, the effective and timely execution of the National and channel Business Plans
•Work with National Sales Leadership team to develop short-term and middle-term channel strategy
•Play a key role in monitoring and driving the execution of the strategy in a daily basis
•Ensure business plans are effectively interpreted; work with National Sale team to cascade business plans priorities into in-field execution plans, call cycles and performance objectives.
•Monitor and contribute to the development of tactics and strategies in the national level to aim at responding to competitor activity.
•Work with Sales Operations to ensure the team has the information and tools they need to execute their plans.
•Develop relevant customer management process for all channels
•Support channel sale lead to maintain right relationship with key partners across China market
•Liaise and network with relevant industry bodies
•Always represent the company in a professional manner and with integrity
•Provide the ongoing contact point for sales issues, whether they be internal or external, including such issues as escalated customer queries, distribution issues, or managing peak season demands
Sales Operation Routine
•Work with sale leads to develop sale operation routine covering daily/weekly/monthly sale operation, in-store execution tracking, customer inventory management system etc
•Provide clear direction, ongoing feedback and day to day management to National Leadership team
•Play an active role to drive the execution of the routine among China sale team to achieve business objective
•Maintain a strong commitment to and focus on coaching and development of the team, in particular, through in-field coaching and mentoring your team
•Monitor and analyse the effectiveness of promotions, capturing information and proactively feeding back to Marketing
•Develop working procedure between Sale team and the other function including marketing, customer service and Finance.
•Oversee the management of all aspects of the sales process and team
•Implement and ingrain KPO’s to ensure activity is focused on business critical issues in line with the state business plan
•Being as the active contact window with the other key functions in the national level
•Ensuring that all business plans and tactics are communicated clearly and in a timely manner to the team and all others impacted
•Act as a role model, inspire others to be the best they can be and provides employees with the confidence to be innovative and take the freedom to act
•Adopt a flexible approach to change, implementing new ways of doing things quickly and effectively and supporting and leading team through change
•Generate excitement, enthusiasm and commitment to the TWE vision, desired culture.
Qualifications and Experience:
•Hold a full A class driving licence
•Degree in Business, Commerce, or Marketing preferred
* Trade / Liquor knowledge – in particular wine industry experience will be highly regarded
•Experience in dealing with a demanding customer base
•Strong strategic planning skills in order to develop initiatives (sales drivers) to achieve targeted results
•Effective negotiation skills including researching and being clear of the needs of the key stakeholders in the negotiation, and then effectively exploring alternatives and positions to reach outcomes that gain all stakeholders acceptance.
•Experience in negotiating business agreements
•Capability to overcome customers objections and consistently gain advantage over the competition through superior business proposals and strong persuasive selling skills
•Strong computer skills including Excel, Outlook and Word
•Demonstrated experience in leading a successful team to achieve objectives through skills in performance management, conflict resolution, team building and team motivation
•Demonstrated experience in coaching others to achieve high performance
•Strong business financials understanding, analysis and application
•Strong communication and influencing skills
•Ability to understand, embrace and capitalise on change and lead others through change
•Ability to effectively manage time and prioritise workload