- Primary Purpose of Role
The Merchandiser will be the main point of contact for all stores in an assigned territory. They will build key relationships within each account, ensure in-stock conditions, and execute all planner, programming, and promotional activities. Significant focus on selling incremental programming and displays at all stores within the assigned territory.
Working in a small team, collaboratively, with team-members across major grocery chains, the merchandiser is ultimately responsible for executing local retail chain programming and promotional activities, driving relevant TWE and Customers business needs to achieve territory sales targets.
This 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.
The role will assist in driving TWE to meet and exceed our sales growth targets by providing guidance and management of ongoing sales, trade channel strategies and distribution performance.
. - Key Responsibilities/ Accountabilities:
Field Sales Execution
Drive segment volume and profit targets by ensuring, the effective and timely execution of the Retail Business Plans
Ensure in field execution plans are effectively interpreted and executed within each Retail chain
Monitor and contribute to the development of tactics and strategies aimed at responding to competitor activity
Monitor and analyse the effectiveness of promotions, capturing information and proactively feeding back to the Retail Sales management team
Achieve volume, revenue and profit results with Retail accounts through execution of in field plans, recognising the importance of maintaining ongoing business relationships with Store Managers that encourages long term business growth and sustainable business relationships
Actively manage all facets of TWE wine portfolio within Retail accounts - Sparkling, Red, White
Negotiate and drive business agreements within Retail stores aimed at growing EBIT and build brand equity.
Participate in internal monthly Retail reviews to track agreed performance objectives; identifying where corrective action should take place
Monitor and feedback trading term and campaign compliance.
Key challenges faced by this role in meeting goals/objectives
Managing the chain of activity from opportunity identification to execution within the segment
Developing and maintaining relationships with growth partners
Constantly ensuring that own knowledge of market place is up to date, and therefore be in a position to contribute to proactive changes ahead of the competitors
Operating in a highly competitive environment, which is heavily margin driven and across multi beverage categories
Ensuring the Sales Execution principles are actively executed.
Execution of Key Sales Drivers to ensure Business Plan is me
The need to work varied work hours
Qualifications and Experience:
Trade / Liquor knowledge – in particular wine industry experience will be highly regarded
Proven sales/marketing experience – Ambassador, Merchandiser or Sales Representative preferred
Experience in dealing with a demanding customer base
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
Ability to influence key stakeholders, creating value and insights, using data to present stories to drive key decisions
Strong business financials understanding, analysis and application
Strong communication and influencing skills
Ability to effectively manage time and prioritise workload
Strong computer skills including Excel, Outlook and Word
Fluent in Cantonese and English
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