Territory Manager Retail

2 weeks ago

Christchurch, Canterbury, New Zealand Heineken Full time

Location:
Christchurch

Function:
Commerce

Sub-Function:
Commerce - Sales - Wholesale

Type of Contract:
Permanent


When you join DB Breweries, you join the global HEINEKEN whanau, where everyone is encouraged to be themselves, contribute their ideas, learn and grow as part of one of the largest beer and cider brewing companies in the world spanning 70 countries.


We believe diverse views make great brews, and the vibe in our team is very much reflected in our four values
:PASSION for consumers and customers,
CARE for people and planet,
ENJOYMENT of life, and
COURAGE to dream and pioneer.

We offer a great range of employee benefits and positive culture which includes:

  • Free health, life and income protection insurances.
  • 5% employer contribution to your KiwiSaver.
  • Free monthly allowance of beer, RTDs, cider or zero alcohol beverages.
  • 20% employee discount at Star Hospitality venues (Kapura and Joylab restaurants and bars).
- 'Enjoyment of Life' leave (an extra day each year to do something you enjoy).

  • A range of other benefits including generous parental leave provisions, free confidential counselling support, digital wills, feminine hygiene products, retail discounts and more.
  • Free learning and wellbeing tools and leadership development programmes.
  • As a member of Mind The Gap, we're committed to addressing gender pay gaps and we've also supported the Pacific Pay Gap Inquiry.
  • Flexible work arrangements for roles that can be performed remotely including workfromhome up to two days each week.
  • Free parking.


In the role of a Territory Manager specializing in retail customers, your primary focus is on building and nurturing customer relationships within your designated territory.

You will work towards achieving key sales objectives, enhancing the territory's rapport with the company through regular meetings and negotiations, and implementing account plans aimed at increasing both the value and volume of sales.

Your core responsibilities will also revolve around ensuring exceptional customer satisfaction by providing top-notch service.

This includes efficiently managing EOE (End of Aisle) and PICOS (Point-of-Sale) within all retail accounts, executing a variety of promotional activities, attracting new retail customers, renewing existing agreements, and meeting targets related to volume, value, and GDM (Gross Domestic Margin).


You will be responsible for:

Increase Market share, (value and volume) Sales in Stores in Territory

  • Timely activation of pricing and promotional tools provided by relevant KAM.
  • Maintain set minimum price requirements around key SKUs & other guidelines as directed by relevant KAM.
  • Increase DBs share of facings in the chiller and percentage of promotional displays.
  • Achievement of KPI as set each cycle, as well as EOE and PICOS objectives.
Channel & Segment Activation

  • Implementing channel activations at a territory level consistent with the agreed overall national standards including:
  • portfolio management
- ranging target
- positioning targets

Market Intelligence

  • Actively source and share Market Intelligence within territory, working with local Sales teams and Marketing to be the eyes and ears in the market. Investigating and reporting on Key competitor activities / New Products / New Trends to be reported on Workplace.
  • Utilising Market knowledge to support promotional activities and sales within Territory and customer base.
Territory Planning

  • Achieve MSOP standards consistently.
  • Creation and adherence to a structured store review calendar where key insights and sales trends are shared and consulted on in conjunction with KAM and Field Sales
  • Design and adherence to optimal territory call cycle for maximum exposure to clients and productivity (utilising SMART) and including:
  • Opportunities
  • Challenges
  • Growth targets
  • Call objectives and journey plan compliance with regular maintenance/review of call cycle to ensure DB targets and the changing needs/customer opportunities are met/exceeded (utilising available data to support planning
  • Sales call planning and objective set prior to each call to enable delivery of sales and activation targets.
  • Responsible for achievement of territory EOE KPI's
  • Consistent improvement of outlet PICOs
  • Work closely with outlets and trade marketing to deliver Win: Win from promotional activity.
  • Responsible for delivery of the territory budgets
  • Vol, GDM, Share
Sales Cycle Activity Activations

  • In partnership with customers/stores creation of action plans aimed at growing sales, monitoring service level agreements, and addressing any performance issues (operational or sales related)
  • In consultation with stores, ranging and displays, ensuring share of shelf and access to DB product is optimal.
  • Presenting and selling in relevant sales activations to customers in a professional manner within stipulated timelines
  • Supporting sales with analytical data (e.g., sell

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