Key Account Manager, OFT

Design Commercial & Trade Marketing Strategies and Implementation Plan to grow top line in Off-Trade

• Manage P&L: Drive sell-in (volume, net sales, contribution margin) and manage A&D and A&P budgets
• Develop and implement commercial plans in accordance to brand and channel strategies with respective accounts to achieve both quantitative (volume, profitability & market shares) and qualitative KPIs (visibility, activation & consumer engagement)
• Design and execute Portfolio PVA strategy by sub-segment and identification of key accounts
• Define Targets of PVA & sales generated for the channel managed and build VA & TPTI (Visibility, Activation, Tactical Promotions and Trade Incentives) & Calendar & target sales per activity for Key Outlets
• Establish outlet contracting strategy and framework to drive continuous improvement of commercial terms & conditions
• Actively drive new business growth across the channel: Prestige+ Whisky & Cognac and Ultra-Premium - Whisky & Gin

Elevate Category Captaincy to drive Collaborative Partnerships with Strategic Key Accounts

• Improve Ways of Working and build strong relationships with customers, understanding their needs, addressing any concerns or issues, while aligning their efforts with the company’s overall commercial objectives
• Build PRS as the preferred partner in key strategic accounts through active stakeholders’ engagement and building joint business plans
• Drive maximum business impact and improve ROI through strategic negotiation and use of strong data analytics
• Prospect new accounts in POFT and accelerate the growth of Prestige+ portfolio
• Review existing route-to-market strategy to optimize and re-boost our business and profitability in Off-Trade

Be the Internal expert of the channel enabling planning & analysis activities

• Consolidate market intelligence on key competitors’ activities, consumer consumption trends in outlets, outlet opening/closing and trade news
• Reporting: Providing regular reports to senior management on channel sales performance, partner activities, and market trends
• Key point of liaison internally for marketing on the roll-out of brand activities: identify outlets targets for nationwide consumer promotions, key branding activities, etc.
• Actively contribute to improvement of ways of working and simplification of PRS internal SOP linked to management of the channel
• Active contributor to the S&OP exercise through providing necessary information to the Head of Sales and Sales Manager in charge of wholesalers to finetune the sales forecasts
• Actively plan and manage A&D in close collaboration with finance
• Manage A&P budget attributed to the channel and evaluate the effectiveness of activities to provide recommendations on future improvements of RO

Coach a team of 3 direct reports

• Team: 1 Key Account Development Partner, 1 Business Development Partner & 1 Off-Trade Executive
• Weekly 1-1 review with each direct report

Education & Experience

• Degree holder with formal business qualifications or equivalent
• Minimum 8 years of key account management experience in FMCG Off-Trade sales, with direct management of MOFT accounts such as NTUC FairPrice, DFI and / or Sheng Siong
• Experience in E-Commerce and / or Premium Off-Trade (Specialty Liquor Stores) is a plus
• Proven successful negotiations and strong knowledge of commercial terms
• Excellent planning, project management, and presentation skills
• Experience in people management is a must
• Excellent command of spoken and written English
• Proficient in Microsoft Office
• Excellent critical thinking, strategic mindset, and analytical skills
• Rational mind using data to design implementation of strategies and evaluate results
• Organized and strong results orientation
• Entrepreneurial mindset, proactive and hands-on, able to translate strategy into concrete actions
• Able to understand complex situations and problem-solving mindset
• Energetic and outgoing personality who enjoys socializing
• Able to build effective relationship with customers from various cultural backgrounds
• A team player with excellent interpersonal and communication skills
• Driven self-starter with a positive attitude and eager to learn
• Ability to multi-task and work independently in a fast-paced environment
• Digital savvy in a business context

Job Posting End Date:

Design Commercial & Trade Marketing Strategies and Implementation Plan to grow top line in Off-Trade

• Manage P&L: Drive sell-in (volume, net sales, contribution margin) and manage A&D and A&P budgets
• Develop and implement commercial plans in accordance to brand and channel strategies with respective accounts to achieve both quantitative (volume, profitability & market shares) and qualitative KPIs (visibility, activation & consumer engagement)
• Design and execute Portfolio PVA strategy by sub-segment and identification of key accounts
• Define Targets of PVA & sales generated for the channel managed and build VA & TPTI (Visibility, Activation, Tactical Promotions and Trade Incentives) & Calendar & target sales per activity for Key Outlets
• Establish outlet contracting strategy and framework to drive continuous improvement of commercial terms & conditions
• Actively drive new business growth across the channel: Prestige+ Whisky & Cognac and Ultra-Premium - Whisky & Gin

Elevate Category Captaincy to drive Collaborative Partnerships with Strategic Key Accounts

• Improve Ways of Working and build strong relationships with customers, understanding their needs, addressing any concerns or issues, while aligning their efforts with the company’s overall commercial objectives
• Build PRS as the preferred partner in key strategic accounts through active stakeholders’ engagement and building joint business plans
• Drive maximum business impact and improve ROI through strategic negotiation and use of strong data analytics
• Prospect new accounts in POFT and accelerate the growth of Prestige+ portfolio
• Review existing route-to-market strategy to optimize and re-boost our business and profitability in Off-Trade

Be the Internal expert of the channel enabling planning & analysis activities

• Consolidate market intelligence on key competitors’ activities, consumer consumption trends in outlets, outlet opening/closing and trade news
• Reporting: Providing regular reports to senior management on channel sales performance, partner activities, and market trends
• Key point of liaison internally for marketing on the roll-out of brand activities: identify outlets targets for nationwide consumer promotions, key branding activities, etc.
• Actively contribute to improvement of ways of working and simplification of PRS internal SOP linked to management of the channel
• Active contributor to the S&OP exercise through providing necessary information to the Head of Sales and Sales Manager in charge of wholesalers to finetune the sales forecasts
• Actively plan and manage A&D in close collaboration with finance
• Manage A&P budget attributed to the channel and evaluate the effectiveness of activities to provide recommendations on future improvements of RO

Coach a team of 3 direct reports

• Team: 1 Key Account Development Partner, 1 Business Development Partner & 1 Off-Trade Executive
• Weekly 1-1 review with each direct report

Education & Experience

• Degree holder with formal business qualifications or equivalent
• Minimum 8 years of key account management experience in FMCG Off-Trade sales, with direct management of MOFT accounts such as NTUC FairPrice, DFI and / or Sheng Siong
• Experience in E-Commerce and / or Premium Off-Trade (Specialty Liquor Stores) is a plus
• Proven successful negotiations and strong knowledge of commercial terms
• Excellent planning, project management, and presentation skills
• Experience in people management is a must
• Excellent command of spoken and written English
• Proficient in Microsoft Office

Functional & Leadership Competencies

• Excellent critical thinking, strategic mindset, and analytical skills
• Rational mind using data to design implementation of strategies and evaluate results
• Organized and strong results orientation
• Entrepreneurial mindset, proactive and hands-on, able to translate strategy into concrete actions
• Able to understand complex situations and problem-solving mindset
• Energetic and outgoing personality who enjoys socializing
• Able to build effective relationship with customers from various cultural backgrounds
• A team player with excellent interpersonal and communication skills
• Driven self-starter with a positive attitude and eager to learn
• Ability to multi-task and work independently in a fast-paced environment
• Digital savvy in a business context

Job Posting End Date:

Target Hire Date:

Target End Date:

About Us

Pernod Ricard is the No.2 worldwide producer of wines and spirits with consolidated sales of €8,448 million in FY20.

Created in 1975 by the merger of Ricard and Pernod, the Group has developed through organic growth and acquisitions: Seagram (2001), Allied Domecq (2005) and Vin&Sprit (2008). Pernod Ricard, which owns 16 of the Top 100 Spirits Brands, holds one of the most prestigious and comprehensive brand portfolios in the industry, including: Absolut Vodka, Ricard pastis, Ballantine’s, Chivas Regal, Royal Salute, and The Glenlivet Scotch whiskies, Jameson Irish whiskey, Martell cognac, Havana Club rum, Beefeater gin, Malibu liqueur, Mumm and Perrier-Jouët champagnes, as well Jacob’s Creek, Brancott Estate, Campo Viejo, and Kenwood wines.

Pernod Ricard’s brands are distributed across 160+ markets and by its own salesforce in 73 markets. The Group’s decentralised organisation empowers its 19,000 employees to be true on-the-ground ambassadors of its vision of “Créateurs de Convivialité.” As reaffirmed by the Group’s strategic plan, “Transform and Accelerate,” deployed in 2018, Pernod Ricard’s strategy focuses on investing in long-term, profitable growth for all stakeholders.

The Group remains true to its three founding values: entrepreneurial spirit, mutual trust, and a strong sense of ethics, as illustrated by the 2030 Sustainability and Responsibility roadmap supporting the United Nations Sustainable Development Goals (SDGs), “Good times from a good place.” In recognition of Pernod Ricard’s strong commitment to sustainable development and responsible consumption, it has received a Gold rating from Ecovadis.

Pernod Ricard is also a United Nation’s Global Compact LEAD company.