Sales Development Executive

Sales Development Executive

Reports to: National Account  Controller

Responsible for:
Management of a dynamic base of accounts in a given geographical area – with outlet focus based on the business brand segmentation model

Job Purpose

Win distribution and drive rate of sale of a portfolio of world-renowned, award-winning spirits brands in the Irish On-Trade and or Off-Trade channels through structured selling technique and commercial acumen with the implementation of activation programmes in key outlets within a territory, recruiting consumers whilst improving distribution and visibility with a rigorous focus on driving sales-out and consumer call.

Key Responsibilities & Critical Success Measures

• Working with minimum supervision, manage a core number of accounts within a territory to deliver the On Trade and or Off-Trade brand building plan and activation programme.  Examples of activation, Perfect Serve, Sampling, Tailored Competitions, Menu Presence, permanent unique brand visibility.
• Will meet Key Performance Indicators including but not limited to: Daily Call-Rate, Distribution Growth, Rate of Sale Growth, Volume Targets, Debt Management.
• Achieve preferred partner status with key outlets by developing tailored solutions to meet consumer needs and establishing expert status through advice on the Spirits Category, proposing range by Hi-Spirits Ireland segmentation model.
• Deliver brand training modules to educate trade professionals and utilise Brand Managers and or Sales Managers to supplement this as appropriate.
• Record relevant outlet information via technology provided in all outlets to record outlet information, activation and deliver appropriate presentations.
• Manage budgets to deliver KPI targets eg Pouring Accounts, Menu Presence, Listings, Activation, Incentives, Distribution, NBD growth, ROS acceleration.
• Identifying opportunities via market intelligence and networking with customers to enable the targeting of the right consumers.
• Effectively plan and manage the working day to ensure coverage is achieved at key trading times of customers. This will involve evening work and a requirement to live within reasonable travelling distance of the core area.
• Ensure, that customers are equipped to serve and promote the Brand to consumers and enable them to become champions/ambassadors for our brands.
• Develop and forge strong relationships with key wholesalers.
• All administrative requirements completed on-time & in full.

Functional Competencies

• • Planning & Organising

  Demonstrates an ability to plan, organise and execute activities using own initiative.

  • Communication

  Expresses self in a clear, succinct and compelling manner in both individual and group situations.

  • Customer/Consumer Commitment

  Knowing, understanding and delivering a high level of quality service to both internal and external customers.

  • Structure

  Ability to routinely follow a proven winning sales method and flex own style.

  • Business Awareness

  Comprehensive understanding of own business area and its impact on the wider organisation.

  • Self-Awareness & Development

  Appetite to grow self and develop skills to maximise potential and deliver career ambitions.

Knowledge, Skills and Experience

• 1-3 years’ experience in sales within FMCG sector. Experience in alcohol sales will be a distinct advantage.
• Broad knowledge of Irish On-Trade & Off-Trade and strong commercial experience ideally with a spirits background.

• Comprehensive understanding and working knowledge of brand building with proven ability to execute commercial delivery.

• Strong influencing and negotiation skills with the ability to develop and maintain relationships at all levels.
• Experience of activating brands in the On Trade & Off-Trade is essential.
• Strong understanding of balance between commercial delivery and brand building agenda.
• Strong IT skills and able to use data to interpret insights and build plans.
• Strong presentation skills and experience at delivering training / presentations.
• Bartending/mixology/hospitality industry experience an advantage.
• Commercial & Financial acumen with a demonstrated ability to build compelling customer propositions that will deliver brand growth and meet customer needs.
• Third-level qualification desirable, not essential.
• Industry-related qualification (e.g. WSET) desirable, not essential.
• Full, clean driving license.

Personal Characteristics

• Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.
• Creative with an entrepreneurial spirit and infectious passion to build and develop the On-trade & Off-Trade business.
• Strong relationship management skills
• Ability to influence at a variety of levels.
• Adaptable and resilient.
• Works to add value.

Applications to be emailed to George Roberts at george@sazerac.ie