PURPOSE STATEMENT• Develop and implement the trade marketing & distribution strategy for HoReCa outlets in line with the marketing strategy• Develop the business relationship with HoReCa accounts• Ensure the necessary infrastructure and processes to deliver brand and trade programmes to meet HoReCa outlets requirementsPRINCIPAL ACCOUNTABILITIES• Translate marketing strategy into a HoReCa strategy for the MDC, defining guidelines for the trade operational plan• Build and maintain the national HoReCa database through integration and consolidation of HoReCa assessments from MONT team• Develop and implement a Trade coverage plan for HoReCa outlets• Support Trade Marketing Manager in the definition of trade & route to market strategy, clarifying HoReCa outlets’ requirements• Define customer trading terms (e.g. bonus, credit, discounts) for HoReCa outlets in the commercial planning, following guidelines from Head of Trade• Ensure that objectives in terms of availability, visibility, volume, margin, quality and customer price of products are achieved for the HoReCa channel• Customise trade programmes for HoReCa’s realityo Leverage programmes developed by Brand teams• Increase levels of HoReCa trade support and loyalty by enhancing understanding of the HoReCa trading environment and establishing close working relations with the HoReCa trade• Coordinate implementation of brand and trade programmes in HoReCa outlets• Develop 3-month demand planning for HoReCa channel with support from MONT team.• Manage an efficient and effective HoReCa team through on-job training, motivation and staff development in order to deliver brand and trade programmes that are superior to the competition in this channel• Ensure that HoReCa team and HoReCa trade partners are well-trained• Ensure that HoReCa team is well-trained on MDC systems & processes• Minimise commercial risks in the HoReCa channel• Manage budget for trade programmes developed for the HoReCa channel and operational expenses• Manage the productivity & cost optimisation of the HoReCa channel (trade spend effectiveness)• Propose goals and KPIs for the trade programmes developed for HoReCa channel, and track ongoing results• Develop credit risk directives for HoReCa accounts • Manage equipment and material, to ensure the maximisation of asset usage• Champion innovation in development of trade programmes in order to ensure competitive advantage in the HoReCa channel• Ensure that HoReCa team captures innovative ideas from customers and consumersWORKING RELATIONSHIPSInternal:o Work closely with Trade marketing Manager in the development of the trade operational plan, ensuring that customised trade programmes are aligned with consumer segment objectiveso Ensure that brand programmes developed by Brand Managers for the HoReCa channel are aligned with HoReCa’s reality and objectivesExternal:o Develop and manage business relationships with target trade partners within the HoReCa channel
Knowledge, Skills & ExperienceExperienceo 3- 4 years' experience in Spirits/Beverage or a similar FMCG categoryFunctional Knowledge & Skillso Brand and Trade strategy developmento Trade marketingo Customer engagemento Account managemento Field operationsManagerial & Interpersonal Skillso Motivating, coaching and developing peopleo Developing and maintaining relationships with HoReCa customers, external suppliers and commercial partnerso Effective communication and presentationo Sellingo Negotiation and influencingo Project managementKey Success Factors • Product availability/ distribution targets• Achievement of HoReCa coverage plan • Timely implementation of trade / brand programmes in HoReCa outlets• Distribution financials (e.g. total cost, cost per unit)• Service level• Retail Quality Index (RQI) objectives• Achievement of target horeca account contractsAdditionally, this jobholder shares accountabilities with other areas (for respective HoReCa outlets) in terms of: • Sales volume• Market share
* Variable Bonus * Reward for over performance
* Fun Working environment * International Standards * Make a difference * Join an experienced team
*Training provided * Learn new Skills on the job * Promotion opportunities * Management potential
Grand Royal Group (GRG) is Myanmar's leading Manufacturer, Marketer and Distributor of alcoholic beverages. Founded in 1995, we now have the largest whisky bottling facility in the country and the highest market share in the whisky category. Our innovative approach, commitment to delivering Superior Quality, Pool of Talented People who are passionate about our brands, and a strong foundation of values have made us a leader in what we do.