Job Summary

Managing and developing the business at a strategic level within the organisation with key modern trade customers (Supermarkets and Convenience stores) and to work in partnership with these key accounts to develop the Pernod Ricard brands and optimise profitability. The Modern Trade Manager will also need to ensure the successful implementation of the agreed business plans and promotional activities at an operational level. Developing and effectively implement the channel strategy, terms and conditions and other global initiatives and/or best practices in the identified key accounts while ensuring the best advantage for each brand / category is achieved profitably.

• Minimum Qualification:Bachelor
• Experience Level:Mid level
• Experience Length:5 years

Job Description/Requirements

Job Title: Modern Trade Manager

Department: Sales Department

Reporting to:Head of Sales, Kenya

Location: Nairobi

Type of Employment: Permanent

Brief on Client

·       Pernod Ricard is the world’s co-leader in wines and spirits. Pernod Ricard holds one of the most prestigious brand portfolios in the sector including Jameson Whiskey, Beefeater Gin and Martell Cognac. Pernod Ricard is strongly committed to a sustainable development policy and encourages responsible consumption. Pernod Ricard’s strategy and ambition are based on 3 key values that guide its expansion: entrepreneurial spirit, mutual trust, and a strong sense of ethics.

Role Summary

·       Managing and developing the business at a strategic level within the organisation with key modern trade customers (Supermarkets and Convenience stores) and to work in partnership with these key accounts to develop the Pernod Ricard brands and optimise profitability.  The Modern Trade Manager will also need to ensure the successful implementation of the agreed business plans and promotional activities at an operational level.

·       Developing and effectively implement the channel strategy, terms and conditions and other global initiatives and/or best practices in the identified key accounts while ensuring the best advantage for each brand / category is achieved profitably.

·       Developing and maintaining a clear understanding of developments in the account and exploiting all the opportunities.

·       Management of third-party Merchandising agency to ensure availability and execution of set targets.

Responsibilities

1.       Business Process Administration

·       Developing, administration and successful execution of the Annual Business (account activity grids / joint business plan) predicated on the Budget goals for the channel and accounts.

·       Servicing (includes selling, merchandising, collections, account growth planning and implementation, relations building etc) the key accounts and branches effectively.

·       Ensuring continuous improvement in distribution, merchandising, call coverage, efficient resource utilization.

·       Providing training to the merchandisers and supporting them to ensure successful implementation of the account’s strategy countrywide.

·       Ensuring flawless trade execution of the agreed planogram and enforcement of the agreed assortment through effectively managing and meeting with merchandising team.

·       Understanding key accounts order processes and aligning with merchandisers and PRK logistics teams to ensure synergy and efficient replenishment to avoid out of stock situations.

2.       Business Planning and Forecasting

·       Developing long term and short term detailed strategic business plans, which include profit forecasts and take the channel strategies into consideration in order to ensure that the business is developed in the respective channels and activities are implemented effectively.

·       Ensuring that business plans also focused on the customer’s needs and display both an in-depth understanding of the customer’s business as well as the objectives of PRK.

3.       Promotional Activity and Category Management

·       Managing promotions from the initiation through to the successful implementation according to the agreed business plan.

·       Communicating with the Sales Managers as well as other relevant internal and external parties to ensure that they are aware of the agreed business plan and the monthly and quarterly promotional cycles and work with them to ensure the successful implementation of these plans according to brand strategies.

·       Utilising store layout, category development and shopper behaviour to maximise the return on investment.

4.       Relationship and Agency Management

·       Developing and maintaining excellent partnership based relationships with the clients, both at their head office level as well as with the client’s store managers at a regional level. 

·       Negotiating excellent customer agreements, which manage the commercial aspects of the business plan for both PRK and the customer.

·       Developing and maintaining excellent internal relationships with the area sales managers and sales representatives and ensure that there is regular communication so that they are clear about what is being planned with the key accounts in their region.

·       Developing and maintaining excellent internal relationships with Marketing department – both with Trade Marketing and the Marketing and Brand Managers and ensure regular communication.

·       Actively managing the merchandising agency supervisors and project managers on a daily basis.

Qualifications

• Bachelor’s degree in any relevant field.
• Five (5) years’ experience in the FMCG sector, specifically in Key Accounts. 
• Ability to motivate and lead 3rd Party contracts (merchandisers).
• Computer literacy in Microsoft Office suite. 
• Proficient in use of Excel.
• Experience in using a Sales system.
• A valid driver’s license.
• Able to work independently within set parameters.
• Good negotiation and customer relationship management skills.
• Ability to influence and engage with stakeholders at all levels.
• Good planning and organising skills.
• Excellent oral and written communication skill.

Deadline for Applications is 14th June 2023