In this role you will be accountable for creating value through driving revenue and developing strategic relationships with key customers in Portugal. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence Portugal C&C Market.
You will be responsible to deliver key revenue targets as determined by the Country financial plan.
You will develop, and maintain, effective and strategic relationships with Key Customers and influence the positioning of Bacardi brands in the Country.
You will be accountable for the implementation of Commercial plan that delivers against customer and purchaser programs agreed in the Country Integrated Activity Plan (IAP) specific to Key Customers.
You will drive use of Picture of Success and approach to activate our brands to influence purchasers at the point of sales – C&C.
You will identify opportunities and guide the development and execution of strategies to maximize Bacardi’s performance in Key Customers in the Country, achieving value creation and capturing price.Key accountabilities and responsibilities
Deliver results & excellence in execution
Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
Deliver impact from channel and shopper marketing programs agreed in the Country Integrated Activity Plan (IAP)
Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
Drive, agree, and execute customer Joint Business Plans that deliver “win-win” value to Bacardi and customers
Execute occasion based price pack architecture to deliver improved mix
You will be accountable for the effective implementation of our annual price increases
You will be accountable for annual agreement negotiations in Key Customers
Optimize promotional plans through the year through implementation of the ROI strategy and goals
Input into the shaping of the channel & portfolio strategy of the Country
Input into the country IAP process to ensure local channel and customer needs are captured
Build effective long-term relationships with Key Customers
Provide accurate demand forecasting to Supply Chain team
Relentlessly drive a pay for performance based approach with Customers
50% visiting C&C stores:Visit C&C executing the 8 steps of the visitExecute PoS in the storeImplement operational plan according to the IAPNegotiate with the stores
Develop talent and capability
Implement standardized Commercial best practices
Demonstrate expertise in category and shopper insights; serve as an advisor to Customers to drive mutual growth
Identify, develop, and make improvements to new ideas, techniques, procedures, services, or products (Check one)
___Follow - no changes to original
_?_Check - make minor changes
__Modify - adapt or enhance quality or value
___Improve - change significantly
___Create/ConceptualizeMeasures of success
Performance: Achieve financial targets(revenue, profitability) vs. budget for Key Customers in the country; Achieve Price targets for Key Customers in the Country
Value share: Drive Value share growth of key Bacardi brands in Key Accounts
Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan
Customer: Achieve target customer satisfaction measures
Strategy: Participate fully in the development, delivery, and ownership of the Country Commercial Strategy
Employee engagement: Drive sustained improvement in engagement and enablement
Talent: Deliver against talent management objectives
Critical experiences for success
To be successful in this role you will have/be:
3+ years experience of managing Key Accounts / Customers in a leading FMCG company at national level;
People management experience including proven coaching abilities and leadership abilities to create a collaborative high performing team;
Strong track record of delivery with Customers;
Strong negotiation skills;
First hand field sales experience;
Working knowledge of sales effectiveness tools processes and category management;
Demonstrable track record of performance in Commercial;
Proficiency in English language skills;
Fluency in Country’s most spoken languages – Portuguese.
Good English. Spanish is a bonus.
Sense of ownership, teamwork spirit and focus in objectives
Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a Bacardi team leader, to develop deepening experience and inspire your team in all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example and Develop and Inspire TalentOur ways of working
Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.