Reports to: Sales Director
Salary: TBD (depending on experience)
Location: Field Based 

Job Purpose

To optimise sales, brand building, net sales value and profit contribution for Hi-Spirits.  Create training programmes and coaching to develop and maintain a market leading field sales team.

Key Responsibilities & Critical Success Measures:

Team leadership

  • Lead, direct, coach and motivate a direct team of three RSM’s and an indirect team of 12 BDM to deliver against our ley strategic objectives.
  • Implement Key training programmes to upskill team.
  • Prioritise and drive team to achieve best in market activation, visibility, distribution and commercial targets.

Customer leadership

  • Establish constructive relationships with major customer groups.
  • Clear customer prioritisation aligned to our core objectives and brands.
  • Be the senior Person for Hi- Spirits in this area

Resource Prioritisation & Contact Strategy

  • Translate Hi – Spirits commercial activity plans (NPD, brand campaigns etc.) into a clear, prioritised and optimised field sales resource assignment, with relevant KPI’s to measure performance.
  • Work with trade marketing to coordinate sales support resources to ensure successful activation of priorities.
  • Use and develop the Hi Spirits commercial and segmentation model to ensure brand and customer prioritisation.

Analysis & Optimisation

  • Design the right KPIs and reporting suite to analyse the outcome of field sales activities
  • Utilise these insights to develop recommendations to optimise campaigns/promotions/investments/resource deployment, and monitor impact of changes on KPIs, supported by the Field Sales Planning Executive
    Tools & Systems
  • Establish the overall field sales system strategy and development a capability roadmap
  • Maintenance of field sales databases ensuring data integrity and validity, supported by the Field Sales Planning Executive (On Line portal / CRM)

Campaign Management

  • Own the strategy for major field sales campaigns (Off Trade Christmas Campaign, Southern Showdown, Landmark, Dragons lair etc…)
  • Establish and run targeted sales drives

Functional Competencies:

  • Ability To engage and develop people – Create a high performing field sales team
  • Commercial Excellence – Uses commercial knowledge to drive profitable business growth.
  • Customer Commitment – Knowing, understanding and delivering a high level of quality service to both internal and external customers.
  • Business Awareness – Has a comprehensive understanding of own business area and its impact on the wider organisation.
  • Influencing – Demonstrates and ability to persuade, convinces others to follow a course of action.
  • Strategic thinking – design strategies to advance the Hi Spirits business in the channel

Knowledge, Skills and Experience:

  • Strong leadership and coaching skills and experience. Proven ability to lead large Indirect teams to success.
  • Proven delivery in roles requiring business acumen and P&L management,
  • Strong Planning and commercial skills.
  • FMGC trained background with structured sales training.
  • Proven ability to analyse data and turn to actionable insight.
  • Varied Experience in Customer facing and customer planning roles.
  • Ability to be adaptable and manage a demanding workload whilst prioritising effectively.
  • Comprehensive understanding and working knowledge of brand building with the ability to balance commercial delivery.
  • Ability to be adaptable and manage a demanding workload, prioritising effectively.
  • Comprehensive understanding and working knowledge of brand building with the ability to balance commercial delivery.
  • Experience of using category management to form persuasive commercial propositions that drive value and volume growth.
  • Strong negotiation and influencing skills.
  • Analytical with strong financial awareness and commercial judgement.
  • Strong strategic thinking and the ability to create strategic plans.
  • Educated to degree level or equivalent.

Personal Characteristics: 

  • Strong leadership – Ability to inspire.
  • Ability to demonstrate professionalism, credibility, trust and respect both internally and externally.
  • Creative with an entrepreneurial spirit and passion to build and develop the on trade business.
  • Strong relationship management skills with the ability to network across functions and influence at a senior level internally and externally.
  • Confident communicator with good interpersonal skills.
  • Self-motivated and able to work with minimum supervision.

If you would like to apply for this role, please email careers@hi-spirits.com