Sales Executive

Sales Rep for On Trade

ROLES & RESPONSIBILITIES:

Sales Approach

• In consultation with the Area Sales Manager, develop a sales plan for the assigned On-Trade segment/district that will support sales volume achievements. The plan shall include a good understanding of the segment/district as well as customers’ requirements to ensure win-win collaboration.
• Establish a solid relationship with the outlet through customer engagement, understanding of customers’ needs and explore and pursue opportunities to increase sales. Inclusive that of competitors’ outlets.
• Review and manage business terms and conditions (including volume incentive, trade & Consumer initiatives, etc) to ensure successful contract negotiation and optimization of Advertising & Promotions efforts. Be sensitive to cost and profitability.
• Partner with Marketing & Trade Marketing and participate in Advertising & Promotions efforts to sell in value proposition(s) of ABPS and to be able to present these in context to address customer needs. Prepare and present business plan and review monthly/quarterly with outlet owners to help improve business.
• Participate in cross-functional teams to execute promotional activities in outlets and review their effectiveness in increasing sales. Monitor the work of Promotion Agents during sales activities, i.e. roving, if available.
• Ensure prompt response to inquiries and resolution of questions and/or complaints; work with internal teams to ensure customer requirements are appropriately defined and addressed.
• Be on the ground and gather market intelligence with regard to trade/competitors’ activities with internal colleagues and determine appropriate counter measures.
• Maintain documentation, both electronic and physical, of sales activities in order to facilitate appropriate reporting; develop appropriate reports on customer base, potential projects and general customer satisfaction.
• Complete all sales paperwork promptly and accurately.
• Perform related duties as assigned.

In-outlet Execution

• Work with Marketing/Trade Marketing teams to execute and track progress of BTL activities in the assigned outlets. Ensure Brand strategy is followed.
• Fulfill outlet call-plan and ensure execution of Picture of Success (PICOS) in the assigned segment/district. PICOS implementation shall focus on the availability, affordability and visibility of our brands of beer.
• Maintain an organized format during each sales call, covering all important topics; effectively use IPAD as a tool to execute call objectives, update outlet listing, market intelligence/feedback, etc.

JOB REQUIREMENTS:

• Minimum a Diploma holder, English & Chinese communication skills required. We are seeking candidates proficient in Chinese to effectively communicate with Chinese-speaking clients.
• Minimum 2 year sales, marketing or customer-contact experience in a sales-related field, preferably in the FMCG industry
• Valid driving license/car preferred
• Computer knowledge Skills
• Basic knowledge and understanding of on-premise sales practices
• Interpersonal savviness - inside and outside the organization, builds appropriate rapport and effective relationships
• Good negotiation skills – skillfully negotiate with customers to ensure win-win collaboration
• Well-organised and ability to work under minimal supervision