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 requirements

PRINCIPAL 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 reality
o 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 consumers

WORKING RELATIONSHIPS
Internal:
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 objectives
o Ensure that brand programmes developed by Brand Managers for the HoReCa channel are aligned with HoReCa’s reality and objectives
External:
o Develop and manage business relationships with target trade partners within the HoReCa channel

Knowledge, Skills & Experience
Experience
o 3- 4 years' experience in Spirits/Beverage or a similar FMCG category

Functional Knowledge & Skills
o Brand and Trade strategy development
o Trade marketing
o Customer engagement
o Account management
o Field operations

Managerial & Interpersonal Skills
o Motivating, coaching and developing people
o Developing and maintaining relationships with HoReCa customers, external suppliers and commercial partners
o Effective communication and presentation
o Selling
o Negotiation and influencing
o Project management

Key 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 contracts

Additionally, this jobholder shares accountabilities with other areas (for respective HoReCa outlets) in terms of:
• Sales volume
• Market share