Route to Market Specialist

Purpose Statement of the Position:
To build a commercially active RTM plan to our Route to Market Partners and Bulk Breakers that delivers on coverage of the local universe that builds increasing market share for HEINEKEN Beverages brands. Full commercial understanding and building internal and customer relationships are essential requirements for this role.

Key Performance Areas would include, but are not limited to:

- Determine the most crucial needs of the RTM customers and carries out activities in collaboration with colleagues to ensure that these clients receive first-class customer care and service.
- Propose a strategy and objectives to manage the various RTM accounts and implements these upon approval by the Divisional Manager.
- Conducts continuous market analysis and research on the dynamics of the account, seek new opportunities for growth, defines a documented route to consumer plan and understands the volume flow.
- Manages adherence to Trading Term contracts and conducts regular customer account reviews to analyse opportunities and improve performance.
- To be a trusted advisor, manages conflict and comes up with effective negotiation and sales strategies by RTM account.
- Effectively use trade maths and analytical skills to drive commercial conversations with customers.
- Manage stock cover ensuring no incidence of out of stock and manages Quality of stock according to HEINEKEN global rules.
- Work with our External Service Providers to pull stock out of these outlets
- Takes full responsibility for the assigned accounts volume, revenue and profitability targets.
- Achieve sales volume and market share targets in the Wholesale and Distributor channels.
- Implement the National/Regional/Divisional and team driven promotions according to the Trade Marketing Cycle Plan.
- Seeding New Product Innovation and existing portfolio of brands.
- Ensure Channel specific PICOS is effectively executed and entrenched within the channel.
- Ensure BTL merchandising execution according to regional marketing plan.
- Manage price to National recommended selling prices per segment guidelines.
- Budget control and operational reporting.

Relationship Management
- Develop and manage sound customer relationships.
- Sound internal key stakeholder relationships maintained.
- Own the Business Plan/Trading Term agreement on outlet level.
- Direct engagement with relevant National KAM’s on annual plans and quarterly reviews.
- Handle customer and consumer complaints and queries.
- Manage product quality according to HEINEKEN quality standards.
- Manage sales administration requirements.
- Weekly Engagement with Bulk Breaker team.
- Weekly Third Party engagement.
- Understanding Excellent Outlet Execution Guidelines.
- Manage/comply Account/Customer information confidentiality.
- A three year qualification in Commerce/Finance/ Marketing
- 2+ years’ experience in an off trade sales position
- Proven Commercial and Analytical ability
- Experience within Route To Market and Wholesale Channel would be an advantage.
- Negotiation experience and certificates an advantage
- Excellent communication skills, able to deal with internal & external stakeholders

Demonstrates proficiency in the following functional competencies:

- Category, Portfolio & Brand understanding
- Shopper & On-Premise Consumer Understanding
- Route To Market, Channel & Customer Understanding
- Channel Strategy Development
- Annual Planning
- Excellence in Execution
- Commercial Acumen
- Channel, Outlet & Customer Segmentation

Demonstrates proficiency in the following Behavioural competencies:
Deliver

Play to win & celebrate success

Deliver the goods

Shape

Think consumer first

Make courageous moves

Connect

Champion a culture of belonging

Learn, share & reapply

Develop

Have real conversations

Embrace learning & growth