kam unconventional channels

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Categorie: Sales

Tip de post: Full time

Țară/Regiune: RO

Localitate: Bucuresti

Descriere:

Asahi Breweries Europe Group is a leading brewing company with 128 years of heritage, offering premium brands like Pilsner Urquell and Asahi Super Dry across CEE.

Ursus Breweries is the largest beer producer in Romania. The brands in the Ursus Breweries portfolio are: URSUS, Timișoreana, Ciucaș, Peroni Nastro Azzurro, Kozel, Azuga, Pilsner Urquell, Asahi Super Dry. Ursus Breweries currently owns 3 breweries in Brasov, Buzau and Timisoara and a mini-brewery in Cluj-Napoca. Ursus Breweries is part of Asahi Europe & International. For more information about the company and its programs, please visit: and

Ursus is made with people, and we care about our people

Role Overview:

• Achieves sales operational objectives for allocated customers as per strategic plans and reviews and contribute with sales information, insights and recommendations for preparing Unconventional Channels strategic plan; (gas stations, online sales, local networks, subsidiary networks)
• Actively involves in yearly negotiation scenario building & negotiation mandates consolidation;
• Provides timely, accurate, market insights and recommendations to formulate Modern Trade pricing strategy and implement approved pricing structure on all company products, while striving to maintain maximum profit margin within Unconventional Channels customers;
• Contribute and coordinate direct reports toward delivering sales financial objectives and forecasting requirements for allocated customers; prepares Modern trade annual budget in collaboration with the rest of Group KAMs; schedules affiliated expenditures (trade of terms, OpEx); analyses variances; initiate and supervise corrective actions.

Responsibilities:

Build and maintain strong partnership with customers; identify new customer opportunities:

• Directly manage major and critical developing customer accounts allocated, and coordinate the management of all other allocated customers with Unconventional Channels networks;
• Accountable for building mid/ long term sub-channel strategy with focus on increased business performance and improved profitability level for the allocated group of customers.

Regularly analyse customer and market trends and build plans based on insights:

• Analyse mid-term business trends from all internal sources (Insights, Marketing, Trade marketing,;
• Provides higher management with various analysis/ insights related to allocated subchannel, in a complete, relevant, effective and timely manner; (proactively or on request).

Unconventional Channels coordination

• Monitor 5P's execution performance (including availability, pricing and share of shelf) and ensure risks and gaps versus plan are quickly & efficiently addressed and resolved;
• Develop efficient customer collaboration models and Joint Business Plans with allocated customers, with the aim to identify best solutions to secure availability for UB portfolio according to customer strategy, along with proper share of shelf/ share of assortment;
• Keep close relation with associated management team from Unconventional Channels customers;
• Provide guidelines for customers plan building and track the implementation according to UB's strategy (inclusively activation calendar, X+1 annual strategy and TPR allocation/ benchmarks);
• Track revenue performance for Unconventional Channels and initiate corrective actions/ mitigation plans to address all potential deviations;
• Supervise the level of execution of customer activities (by using internal reports, keeping permanent communication with Field Sales peers, performing frequent market visits, and others) .

Customer Planning & Execution:

• Estimates customer sales at product level on short and medium term and timely& completely incorporate them into internal forecast;
• Analyse opportunities/gaps and propose the action plan and resources needed to achieve/ overdeliver the internal sales objectives;
• Negotiate and conclude with the customer the implementation of Activity plan and achievement of sales targets;
• Develop and lead specific projects at customer level (examples: category management - planograms, Non-Alco zone, cross category placements/ promotions, Gastro/ outside category placements etc)
• Organize regular review with Ursus execution team to understand efficiency and quality of store execution, merchandising services, online visibility tools and others.

Team management and people development:

• Supervise & analyse performance of direct reports in their daily activity, provides regular feedback and build development plans for team members accordingly;
• Accountable for yearly performance process evaluation and calibration for own direct reports;
• Must build succession plan and transfer knowledge to team members to ensure effective capabilities development across the team;
• Ensures back-up capabilities are build for own role and for allocated team members;

Requirements:

• Higher education – University Degree;
• English language – advanced level (written & spoken)
• PC Knowledge: MS-Office: Excel, Word, Power Point, Internet Explorer, various sales – related systems (SQL Jumbo, SFAs, and others)
• Minimum work experience required:
• 3+ years in FMCG various sales positions OR
• 2+ years in IKA (Senior buyer/ KAM)
• 1+ years in senior positions in Sales (RSM/ others)
• In-depth understanding of all Modern Trade networks and retailer's local strategies;
• Driver's license - B license and open to take on business travelling and market visits inside/ outside the country.

What we offer:

• Working for the Beer Industry Leader, where the passion for what we do, the friendships we develop and the growth opportunities we have are the main ingredients of our success.
• Comprehensive Medical Subscription: Health coverage to keep you in good shape.
• Life Insurance: Peace of mind with a secure life insurance plan.
• Bonus for special events: Additional incentives for special life events.
• Annual Bonus Scheme: Reward for your contributions with an engaging bonus program.
• Access to Benefit Platform: A wide range of perks that you can tailor flexibly to your needs.
• Extensive Training & Development: Grow your skills with various training sessions and development programs.
• Wellbeing programs: Access to an Employee Assistance Program.
• Monthly beer quota.
• Company car.

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are At Ursus Breweries, part of Asahi Europe and International, we believe you can SHINE AS YOU ARE - no matter your age, gender, gender expression, race, ethnicity, sexual orientation, disabilities, religion, beliefs, citizenship, or national origin. We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.

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