Key Deliverables of the Role

Sales

• Achieve targeted profits, sales turnover, market share, and customer service levels as outlined in business plans. This includes having a Customer Development Plan for every client.
• Sell and negotiate trading terms effectively.
• Focus on selling core company brands and ensuring optimal distribution for profitability.
• Identify market segments and develop tailored sales strategies for each account, utilizing technology and data insights.
• Organize tastings and, where possible, provide training on beverages for clients.
• Notify accounts of new product launches and maximize product listings in outlets.
• Research new customers/prospects and agree on sales and consumer activity plans for new accounts.
• Effective distribution management is key to the role’s success.

Customer Relationship Management

• Build strong partnerships with customers to boost sales in value and volume by regular visits and meaningful interactions guided by a journey plan and Customer Development Plan.
• Address product, price, and availability issues to enhance relationships while balancing commercial needs in collaboration with Finance and Customer Service teams.
• Establish service contracts and ensure adherence to agreed terms.
• Develop strategies to win key customer loyalty and engage stakeholders during evening trade tours.

Information Analysis

• Collaborate with the Sales Manager to analyze sales trends across categories and brands and develop targeted strategies.
• Create compelling selling stories around the right products for the right consumers at the right time.
• Identify and address distribution gaps effectively.
• Maintain comprehensive customer records, including key personnel details, sales performance, agreements, and correspondence.

Marketing Plan Implementation

• Execute marketing plans and consumer activities to enhance brand visibility and equity.
• Partner with accounts to optimize merchandise use.
• Develop tailored activation programs for customers, aligning with brand objectives.

Brand Development Support

• Monitor and communicate customer support funds monthly, aligning investments with the Customer Development Plan.
• Analyze and evaluate promotional proposals and trade support using appropriate tools.
• Focus tactically on key products to ensure brand prominence among end consumers.

Payment Collection and Debt Management

• Ensure timely payment collection as per company policies, including physical cheque collection if required.
• Address and resolve long-standing debt issues.

Other Responsibilities

• Manage special orders and ensure timely depletion.
• Report market developments and feedback to relevant stakeholders.
• Represent the company at trade and sponsored events.
• Ensure compliance with laws and company policies in all sales activities.
• Work cohesively within the team to align with organizational goals.

Key Interfaces for the Role

• Reports to the Sales Manager.
• Regular interactions with:
  • General Manager – Abu Dhabi On Trade
  • Sales and Marketing Team
  • Wine Team
  • Logistics and Finance Team
  • On Trade Customer Base

Education and Career Requirements

• Graduate qualification required.
• 3–4 years of substantial sales experience, preferably in FMCG or liquor industries.
• Strong public speaking and presentation skills.
• Proficient in MS Office.
• Fluency in English, both written and spoken.