Premium On Premise Lead

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Immediate Superior: Premium On Premise Lead
Location: Johannesburg
Function: Sales
Type of Contract: Permanent
Reference Number: 55129594
Closing Date: 03/02/2025

1. Purpose of the job

The purpose of the Premium On Premise Sales Lead is to generate revenue from the major metropolitan areas by implementing Premium On Premise sales strategies to achieve sales targets. The individual is also responsible for developing and executing sales strategies, managing a Premium Sales Team, and building and maintaining relationships with key customers. In addition, the Premium On Premise accountability is to act as an ambassador for the HEINEKEN Beverages’ Premium Portfolio. The incumbent must live the brands and bring them to life, ensuring availability and premium visibility, adding equity to our portfolio and making sure our consumers have access to world-class brands and experiences. The role is designed to ensure selling, building customer partnerships, consumer awareness and demand for HEINEKEN Beverages’ Premium Brands nationally.

2. Key Responsibilities

2.1 Sales Strategy & Execution
- Develop and execute sales strategies that align with company goals and objectives.
- Implement a sales management process to assist the Premium On Premise sales team in identifying and prioritizing key customers and prospects.
- Identify and acquire new customers, as well as up-sell to the existing customer base.
- Manage the entire sales cycle from prospection through to successful closure.
- Build a strong pipeline and ensure accurate sales forecasting and account planning.
- Achieve set volume, value, and gross income targets on strategic focus brands.
- Drive profitability within the assigned area, manage Opex savings, and optimize resources to achieve sales targets (People, process, time, tools).
- Enhance the brand experience in premium venues through partnerships and exclusive activations.

2.2 Business Performance & Market Insights
- Use data-based resources to support the development and execution of sell-in strategies and business recommendations.
- Use category management principles to influence Premium On Premise overall strategic management of HEINEKEN Beverages portfolio.
- Monitor and analyse sales data to identify trends and opportunities for growth.
- Conduct regular competitive analysis to stay ahead in the premium beverage market.
- Analyse market trends and competitor activities and formulate strategies to respond accordingly.
- Deliver monthly Premium On Premise business updates, with insights and recommendations to drive further success.

2.3 Relationship Management & Customer Engagement
- Build and maintain relationships with key customers and partners.
- Internal and external relationship building and management.
- Develop a customer-centric engagement model to enhance the customer experience and drive loyalty.
- Travel to potential and existing customers to present company offerings, build brand awareness, and grow sales.
- Collect customer feedback and provide updates to senior management.
- Ensure relevant communication and compliance of all contracts at store level with sales teams.

2.4 Operational Excellence & Compliance
- Implementation and execution of Premium On Premise strategy, business plans, and performance.
- Ensure that all sales activities comply with all relevant laws, regulations, and company policies.
- Cross-functional coordination to ensure smooth delivery of products and services.
- Supports HEINEKEN Beverages’ strategic account planning processes and has accountability for the delivery of performance objectives, sales targets, and critical milestones for weekly, monthly, and annual periods.
- Achievement of all key business drivers, including volume, revenue, profit, market share, and brand equity growth.
- Prepare regular reports and participate in regular meetings to review performance.

2.5 Leadership & Team Management
- Monitor the performance of the sales team and motivate members to meet or exceed sales targets.
- Manage, train, and provide overall guidance to the Premium On Premise Sales team.
- Promote a culture of innovation, agility, and adaptability to respond to market dynamics.
- Share and implement new ideas to improve profitability and improve the effectiveness of the sales team and processes. Provide timely feedback to the team and internal stakeholders on areas for improvement on efficiencies, competition activities, or any other issues requiring quick solutions and attention.
- Follow HEINEKEN Beverages policies and procedures and identify opportunities for continuous improvement.

3. Job Requirements

3.1. Education
- Tertiary qualification in Sales / Marketing or a related field
- Postgraduate ideal

3.2. Experience
- 10 years’ + experience in a business-related position relating to the liquor industry (Premium On Premise)
- Sound management, negotiating, analytical and strategic thinking skills.
- Sound marketing and brand equity dr