On-Trade Leader at Michael Stevens Consulting

The Idea Candidate

The Job holder has the responsibility for ensuring the achievement of the company’s Market Share, Brand Visibility and Portfolio Assortment availability.

Purpose of the Job

• Implement brand and trade program in Mainstream On-trade accounts according to cycle plan. This includes also ensuring that program and activities are brilliantly executed against the accounts.
• Identify and secure key Mainstream on-trade accounts.

Dimensions

• Annual Sales Value   
• Outlet Penetration of Product Portfolio                        
• Annual Sales Volume               
• Outlet Execution Budget 

Nature & Scope of Position

Main Accountabilities:

• Execute the trade/marketing activities on the firm's Mainstream Portfolio around Availability, Quality Presentation, Pricing, Visibility and Persuasion in Mainstream on trade accounts to meet customer and consumer objectives as described in the cycle plan.
• Ensure full Portfolio availability in covered account of Focus SKU.
• Negotiate retail decision corridors to ensure visibility of firm's brands & POS based on communication strategy following guidelines set by the Trade Marketing
• In accordance with agreed business or account specific activity calendar, deploy activation against select Mainstream accounts.
• Develop and adhere to a well-defined work program and route plan as agreed.
• Actively participate in business development.
• Attending all approved training programs and show visible application of acquired knowledge.
• Ensure Implementation and control of commercial policy and contractual agreement with accounts as per pre-agreed standards.
• Collaborate with Marketing, Finance and Trade Marketing to ensure distribution of firm's Mainstream brands while owning the total outcome (Volume, Distribution, Assortment & Receivables)

Principal Accountabilities

• Ensure that objectives in terms of availability, visibility, volume, quality and customer price of products are achieved in Mainstream accounts.
• Provide data and maintain a database on competitor’s moves and sales performance and deliver mitigation plan together with On-trade Manager.
• Timely and quality rendition of reports on all Trade and Consume activity activated.
• Manage all assigned funds, materials and equipment in a secure and efficient manner in order to maximize the Productivity per naira spent.
• Monitor brand’s performance in called on Mainstream accounts (firm and competitors)
• Build and maintain strong business relationships with outlet owners in order to make firm's Partner of Choice.
• Provide ideas on how to develop retail touch points & Activate in Outlets accounts.
• Ensure availability of agreed products and Stock Keeping Units (SKUs) to avoid stock out and minimize faking of any pack sizes.

Work Experience & Qualifications

• The job holder must be comfortable with Night life.
• He or she must hold a B. Sc or HND in any course
• Minimum of 2-3 years’ experience selling to on-trade accounts in a Key Account style.
• The incumbent must have a valid drivers license and be comfortable driving for long distance.