Sales Head

Job Description : BEVERAGE SALES HEAD AUSTRALIA The company is one of Australia’s largest independent alcoholic drinks producers, marketers and distributors. They are home to a family of brands, with a passion for their products and strong focus on quality in everything they undertake. Their track record in creating and producing national brands is equal to their ongoing investment in world class production facilities. Business growth has been substantial and will continue as a direct result of the Strategic Plan in place, implemented by a very strong national sales team across On & Off Premise channels. About the role Reporting to the Managing Director the Head of Sales is a key member of the Senior Leadership Team accountable for the development and execution of the Sales strategy and achievement of the overall sales objectives through effective leadership and management of the sales function. The position is responsible for a sales team of circa 60 across On & Off Premise channels and plays an active role in the ongoing capability development of the sales team. Major responsibilities Play an active role as member of Senior Leadership Team in understanding sales, marketing, distribution, pricing and operational priorities Plan and develop the company’s strategic sales, pricing and channel plans Develop and maintain relationships with all major customers and prospects across the various channels of distribution Develop and execute via sales team, the plan that achieves the sales and profit objectives Continuously review the performance of the sales team, the structure, resources and capability required to achieve the business objectives Develop a deep understanding, through the sales team, of results by channel, customer and geography reporting these and future forecasting to the SLT and Board In collaboration with the Commercial team, model and forecast pricing decisions and margin expectations from each channel and major customer Be an effective leader and coach to direct reports ensuring their retention, development and continued high performance Create effective relationships and networks across key industry businesses and associations building a position of industry and category leadership for the business Experience required Deep understanding of the major customers within the On and Off Premise channels preferably within the craft/beer/spirits categories Leadership of a high performing sales team that has experienced growth requiring ongoing refinement of sales structure and team capability Demonstrably strong relationships with national retail customers and buying groups such as Endeavour, Coles, ALM, ILG etc Managing the development of the sales and profit story and achieving the results required Understanding of the importance of broader cross functional collaboration Strength in commercial analysis and recognition of trends across the market, making necessary adjustments to continue to meet business objectives Supporting the business values and culture and ensuring retention of talent Ability to have difficult commercial conversations internally and externally, as may be required, to stay on brand and on target This is an exciting opportunity to lead an energetic sales team in an exciting business with significant growth opportunities. The culture is entrepreneurial and action oriented, the business has a track record of significant growth with the drive and tenacity to continue that trajectory.

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