Commercial Manager

Job Description : COMMERCIAL MANAGER SINGAPORE Lead and manage accelerated market P&L growth & consistent NSV delivery in Singapore by driving key channel & key account management excellence as well as sound delivery of key strategic imperatives. The aforementioned are to be achieved through sound distributor & key channel development. This role partners closely with the Commercial Director in the development and execution of Singapore’s business strategy and financial plans. Responsible for development and implementation of all of Singapore’s commercial plans & activities focusing on the updated core channels of off-trade, e-commerce & on-trade. Oversees development and implementation of commercial excellence frameworks & sales toolkits for the local distributor as well as key accounts. Directs the efforts of the distributor team and coordinates at the strategic and tactical levels with the marketing & trade marketing functions to deliver the business and brand objectives in order to enhance value (NSV) growth by core channels. Responsible for commercial excellence by driving the local distributor in executing best in class distribution modelling, channel & key account management, promotional plans & price benchmarking in order to drive preference for BSA’s core portfolio of brands in Singapore. Bring leadership, vision and finesse to distributor & market management. This position is accountable for the delivery of Singapore’s overall financial results, effective execution of strategies, and incremental channel value contribution. The position holder also maintains positive local and regional key commercial relationships including distributors, key accounts, strategic brand and commercial partners and appropriate direct ultra-high net worth consumers. This role is a high impact business development and commercial leadership role and critical to enhance the Commercial Director’s capability to successfully lead business transformation, challenge status quo, push boundaries, project-manage, work across cultures and find new ways to win. Key Responsibilities & Critical Success Measures: Profitability & Productivity: · Develop Singapore’s commercial vision, objectives, financial budgets and forecasts, in consultation with the Commercial Director, and SEA leadership team. · Deliver short, mid and long-term sales and profitability targets for Singapore. Work closely with Trade Marketing, Marketing and SEA leadership teams to execute strategies, initiatives and resourcing within budget, while identifying and maximizing sales opportunities. · Actively partner with Commercial Director, Regional Marketing, Commercial Finance and Supply Chain teams to influence and execute strategies to drive both sales and profitability. · Work with Trade Marketing, Marketing and distributor on bottoms-up commercial and depletion plans to achieve or exceed distribution penetration and depletion targets, as well as to grow market share. · Identify changing business conditions, developing and leading appropriate transformation strategies as the business pivots towards off-trade & e-commerce in partnership with the Commercial Director, to continue to deliver sound financial results · Effectively communicates both opportunities and pain points to distributors and key trade partners, minimizing over/under stock issues through effective oversight of stock control practices. · Partner with Commercial Director in managing key distributor, key account and consumer relationships including local partnership negotiations, identifying opportunities and developing strategies and tactics to build the strategic partnership business. This includes proactively working with the partners. Distribution Strategy: · Principle stakeholder in the development and execution of the local distribution strategy · Develop and implement a sales and distribution strategy to drive new profitable trade distribution channels (Modern Off-Trade, E-Commerce, Prestige), Developing actions and timelines that will deliver the goals. · Partner with the Commercial Director to determine short, medium- and long-term goals for the various key channels to deliver cost of sale reductions · Partner with Commercial Director to liaise with Commercial Finance as well as Marketing on pricing, promotions and BTL activities to accelerate sales and depletions. · Identify the key drivers of success via distribution channels (targets, incentives, rewards, relationship) and guide distributors on the best ways to optimize the channels of growth. · Partner with the Commercial Director for developing and negotiating commercial incentives to incentivize and reward distributors and trade partners for commercial performance. · Business Development · Lead the growth of local commercial relationships with existing distributors and trade partners while developing true partnership relationships with current, new and emerging key accounts, especially in identified core channels. · Drive Singapore’s revenue growth through strategic ‘up-selling’; qualifying and pushing Singapore’s profitability by driving organic growth opportunities and closing new business partnerships and alliances. · Managing integrated local partnership negotiations across geographies and other trade partners. · Advocating for innovative, break-through work that elevates eh Beam Suntory brand portfolio and drives business outcomes (i.e. partnerships and alliances) Client Management: · Support sustainable distributors and trade partners relationships locally as well as successfully leads engagement work while championing best practices and partner with Commercial Director to implement consistent commercial service levels in Singapore. · Nurturing and growing key senior distributor and trade partner relationships by being a trusted advisor to senior distributor management and working as an objective insider and advocate for the entire distributor’s organization. · Understanding the essential dynamics, strategies and business drivers of a complex, sales-driven distributor/trade partner organization. Business Management: · Partner with Commercial Director to deliver results against business plan for Singapore by setting goals, responsibly managing budgets and operations, and leading, managing and motivating distributor & key accounts. · Routinely meets or exceeds revenue and profitability growth targets for self and for Singapore. · Reviewing and interpreting regular revenue analyses provided by the commercial finance team to achieve the business’ long-term objective of raising contribution margins. Knowledge, Skills and Experience : · Excellent commercial and business leadership experience in the Alcohol Beverage industry in Singapore · 4-5 years’ experience in distributor management & working with cross-functional teams, achieving goals on-time and with limited resources · Proven track record for cultivating strong relationships with key external & internal partners that have resulted in strong distribution & sales growth · Proven track record & expertise in channel & key account development especially in recently proliferated channels of off-trade & e-commerce · Demonstrated ability to define and successfully deliver complex projects with superior results—from business case development, negotiations through deployment · Ability to deal with ambiguous problems and build solutions with proper project management · Ability to influence multiple stakeholders and lead cross-functional projects · Excellent command of both the local & English language (both verbal & written) Personal Characteristics: · Drives the local commercial strategy for the organization and takes accountability for outcomes and ongoing results, always seeking improvement · Embraces ambiguity and turbulence, but effectively manages uncertainty for distributor, key accounts & internal stakeholders · Successfully builds relationships and earns the trust and rapport of distributor partner and key customers at multiple levels, across multiple functions · Has a strong local mindset and works across key clusters to unite and unleash the power of collective BSA & distributor team expertise and resources · Champions entrepreneurial ways of thinking and doing things · Is an agent of change, taking responsibility and ownership of the future of the BSA business in Singapore

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