MAIN PURPOSE OF THE ROLE:

Developing and effectively implementing market growth strategies with Inverroche distributors (both Pernod Ricard and 3rd party) ensuring achievement of agreed sales targets, distributor KPI tracking and enhancement of Inverroche brand equity.

Identify new business development opportunities, and work with internal and external stakeholders to scope, recommend and execute against these opportunities.

JOB SCOPE AND CONTEXT:

Office based, with significant domestic and international travel.

Distributor Management & Market Execution

Developing and maintaining a clear understanding of key markets

Working with distributors, customers & Inverroche stakeholders to identify and maximise all opportunities

• Scheduling and managing business review meetings with Inverroche Distributors to discuss sales targets, marketing plans, opportunities, and risks
• Having a sound commercial understanding of profitability and value chain (distributor/ customer/shopper/consumer) whilst identifying when and how to add value for both.
• Regular market visits, including all trade levels (On-trade, off-trade, e-commerce) to ensure Inverroche is listed, visible and activated according to plan
• Building positive business relationship with distributors, customers, and other relevant business partners in driving the company objectives
• Ensuring all account receivables within the relevant distributor base is in adherence with stated credit terms and conditions – yearly review of distributor credit terms & propose changes
• Having regular performance reviews with distributors and holding them accountable to targets
• Act as the business ‘eyes and ears’ in the market, keeping abreast of market and competitive dynamics, and feeding these insights back to the Inverroche management team

New Business Development

Identify new business development opportunities, within existing markets and in new markets

Work with internal and external stakeholders to scope, recommend and execute against these opportunities

• Use quantitative and qualitative metrics to identify new business development opportunities for Inverroche.
• Collaborate closely with cross-functional partners to develop robust go-to-market business cases, recommendations & roadmaps
• Lead new market/channel development project meetings, and hold stakeholders accountable against agreed deliverables
• Present monthly to Inverroche Senior Leadership team on progress in addressing new business opportunities.

Stakeholder Relations and Communication

Develop a collaborative relationship with internal stakeholders.

Communicate effectively and build beneficial relationships with key stakeholders, through strong interpersonal skills.

• Work closely with the Inverroche Managing Director and Marketing team in ensuring effective and successful execution of brand marketing campaigns in market.
• Facilitate effective planning, by ensuring sales forecasts are shared timeously with Inverroche stakeholders (Operations, Finance) – key stakeholder in the S&OP process
• Cultivates an excellent transparent working relationship across all departments within Inverroche as well as PR South Africa, PR SSA, HQ, Brand Companies, and other key stakeholders within the company
• Acts as a catalyst of relationship building
• Possesses strong influencing skills
• Develops a network of influential contacts.
• Ensures the Company maintains high standards of corporate citizenship and social responsibility aligned to our CSR plan.
• Drives engagement, motivation, teamwork, and conviviality.
• Lives the Pernod Ricard values

JOB REQUIREMENTS:

Education:   Bachelor’s Degree required

Travel:  Valid Passport

Experience:

Fluent in English (read and write). It would be desirable that the person speak an additional language.

High level of experience in the spirit and alcohol industry, with at least 7 years’ experience in a senior Sales or Commercial role

Previous experience with Export Sales and Management

Knowledge and experience in distributor management

High level of agility and a proven track record in working within a decentralized structure and leadership framework.

Proven record of accomplishments in strategic partnerships and/or mergers and acquisitions within a complex industry such as the spirit and alcohol industry.

Competencies and Skills:

• Global and regional understanding of spirit and alcohol industry governance, regulation, and corporate social responsibility
• Ability to work collaboratively within the Management Entity and across the Group
• Excellent planning and organising skills
• Strong integrity and ability to work within a team.
• Able to work independently within set parameters.
• Excellent negotiation and distributor relationship management skills.
• Good interpersonal skills both with internal and external relationships.
• Great oral and written communication skills.
• Excellent planning and organization skills, able to manage multiple priorities
• Commercial focus creating awareness of the industry and the business marketplace in general
• Ability to think strategically and execute effectively
• Commitment to results
• Decision making
• Risk management
• Leading change and motivating internal and external stakeholders
• Networking to develop professional and influential contacts
• Entrepreneurship

This job description is a broad reflection of the role and does not attempt to capture all specifics of the position. There may be variations within the same roles due to seniority or regional differences