Gerente de On-trade

ABOUT THE ROLE- In this role you will be accountable for creating value through driving revenue and developing strategic relationships with key customers in the On trade channel. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the market. Your deep commercial knowledge and ability to develop strategic relationships and coach an On trade team will be key to your success in this role.- To build up the long and short term Strategy for the On Trade Channel through a deep understanding of channel and customer dynamics, trends and needs.
- Commercial responsibility for the delivery of the On Trade channel activity plan including creation, delivery & execution of all brand programmes.
- Inspire, coach, train and develop a team of on-trade & event sales representatives
- Aligng and set clear priorities for brand activation and commercial activities while managing assigned budget.
- Develop and Measure and Evaluation (M&E) culture within the Team.
- Become role model in terms of Compliance and Responsible Drinking.
- Act as ambassador for all Bacardi brands anytime.
- Participate in the Comercial Cycle planning process.

**Responsibilities**:

- KEY ACCOUNTABILITIES AND RESPONSIBILITIES

**Deliver results & excellence in execution**
- Deliver on key revenue targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)
- Deliver on Pictures of Success targets
- Deliver impact from channel and shopper marketing programs agreed in the Country 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 imporved mix
- 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
- Relentlessy drive a pay for performance based approach with Customers

**Develop talent and capability**
- Implement learning and development plans for your team based on Bacardi Commercial Way
- Implement standardized Commercial best practices
- Ensure that your team has resources needed to deliver desired results
- Demonstrate expertise in channel, category and shopper insights; serve as an advisor to Customers to drive mutual growth
- Input into decisions related to key people in your team

**Create a winning team**
- Work with the Country Commercial leadership team to build a shared sense of purpose among your sales teams
- Align all employees behind the targets and create a passion for winning in the organization
- Recognize accomplishments and behaviors in a timely manner
- Ensure all employees have a knowledge of Bacardi history and culture

MEASURES OF SUCCESS
- Performance: Achieve financial targets(revenue, profitability) vs. budget for Key Customers in the country; Achieve Pictures of Success 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

Skills and Experience
- CRITICAL EXPERIENCES FOR SUCCESSTo be successful in this role you will have/be:
- Experience 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
- Srong track record of delivery with Customers
- Strong negotiation and communication 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 and fluent in Spanish

The following experiences are preferred:
- Experience within the On-Trade Channel for Spirits is a distinct advantage
- Experience in additional functions beyond the ones listed above

KEY RELATIONSHIPS AND INTERDEPENDENCIES- Your ability to operate and orchestrate seamlessly within the matrix will be critical for your success in this role and of the function.**Internally**:

- Convey information to: None
- Adapt and Exchange (reach agreement with): Marketing, Customer Marketing, Finance and Regional Functions (Marketing & Cappabilities)
- Influence (effect change): Same as above
- Negotiate with: Marketing and Trade Marketing

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