On-Trade Manager at Pernod Ricard

Purpose of the Role:

• Implement brand and trade programmes in Premium + On-trade accounts according to cycle plan. This includes also assuring that programmes and activities are brilliantly executed against the accounts

• Identify and secure key premium+  on-trade accounts.

Main Accountabilities 

Execute the trade/marketing activities on PVA to accounts to meet customer and consumer objectives as described in the cycle plan

• Presence: Ensure full Portfolio (Select in some cases) availability in covered account

• Negotiate retail Hotspots Ensure visibility of PRN brands & POS based on communication strategy following guidelines set by the Trade Marketing

• Activation: In accordance with agreed business or account specific activity calendar, deploy activation against select premium+ account

• Develop and adhere to a well-defined work programme and route plan as agreed manager

• Actively participate in business development projects (e.g., trade incentive schemes, internal brand awareness campaigns, etc.)

• Ensure attendance of all approved training programmes and show visible application of acquired knowledge

• Ensure Implementation and control of commercial policy and contractual agreement with accounts as per pre-agreed standards.

• Collaboration: Collaborate with KDs /KD team to ensure distribution of PRN brands while owning the total outcome (Volume, Distribution, Assortment & Receivables)

Key Performance Drivers:

• Ensure that objectives in terms of availability, visibility, volume, margin, quality  and customer price of products are achieved in Key Premium+ accounts

• Provide data and maintain database on competitor’s moves and sales and distribution performance in order to guarantee that Business Managers are fully informed at all times

• Reporting: Timely and quality rendition of reports

• Manage all assigned funds, materials and equipment in a secure and efficient manner in order to maximise the use of organisation assets

• Monitor brand’s performance in premium + account (PRN’s and competitors’)

• Build and maintain strong business relationship with outlet owners in order to move outlet to the position of preferred partner

• Gather/ provide ideas on how to develop retail touch points & Trending/ New Serving rituals in Premium+ Outlets accounts

• Participate in joint business meeting with KD support team.

A)     Role Interdependencies

Need to liaise, communicate and inform with internal departments

• Trade Marketing Manager (s)

• Finance BP

• Information Systems Manager

• Marketing Managers

• Key Distributors

• National Key Distributor Manager

• KD Executives

Functional Capabilities

• ·         PVA capabilities
• ·         Managing Relationships (Key Account styled)
• ·         Commercial Planning
• ·         PROS Segmentation and execution
• ·         Route planning & execution