Key Account Manager On Premise Hong Kong, Macau & Taiwan
Treasury Wine Estates
Hong Kong

The role is responsible for the communication and execution of Penfolds on-premise sales strategy to deliver profitable and continued sales growth on or above target across the Penfolds portfolio.

  • Work with the Head of On-Premise North Asia, and relevant stakeholders to develop, communicate and execute the on-premise strategy
  • Develop, negotiate, and execute business plans with key customers and on-premise wholesalers in key markets including Hong Kong, Macau & Taiwan, and others
  • Establish strong relationships with customer key stakeholders and key accounts to aggressively identify new business opportunities
  • Drive the achievement of key commercial objectives
  • Have P&L accountability for on premise wholesalers and actively support and facilitate the Penfolds On Premise depletion strategy in North Asia.

    The Key Account Manager On Premise will also be responsible for

  • Building the visibility and availability of Penfolds in On Premise across Hotels, Casinos & Restaurants
  • Identify new opportunities for growth, resource effectively and monitor progress against commercial targets and adapt and pivot priorities as strategies as consumers preference evolve
  • Accountability for On Premise commercial objectives including investment (discounts & rebates, advertising & promotions budgets) focused on long term and sustainable return on investment
  • Provide market intelligence, insights, and trends to key internal stakeholders
  • Key Responsibilities / Accountabilities :

  • Relationship Management Ensuring on premise strategies, commercial business and executional objectives and requirements are executed effectively with on premise customers and on-premise wholesalers.
  • Identify new and incremental on-premise business

  • Operational Management Ensure that wholesalers are executing the Penfolds On-Premise sales and marketing strategy and partnering to execute commercial objectives effectively to maximise the supply, depletion, and visibility outcomes for Penfolds
  • Strategy Execution Execute the Penfolds On Premise strategy with a growth mindset to aggressively grow sales, visibility, distribution, and consumer penetration
  • Financial Management Deliver the On-Premise P&L annual budget for designated wholesalers including the depletion plan to achieve commercial objectives
  • Key Decision Making in this Role :

  • Effective leadership of wholesalers including development and execution of depletion strategies
  • Strategic decisions and investment strategies and budget management to deliver the Penfolds growth strategy and On-Premise commercial objectives and targets
  • Analysis of data to recommend mechanics for promotional activity and negotiation thereof
  • Ability to pivot and adapt the plans in a timely fashion as strategy and consumer evolves
  • Creation and execution of brand events brand events based on brand and sales requirements including wholesaler sales team training and education
  • Portfolio management and optimisation of sales mix delivering on shopper, customer and Penfolds TWE needs.
  • Qualifications and Experience :

    Qualifications / Memberships :

  • Degree in Business or Commerce preferred
  • Formal wine training (WSET) preferred
  • Experience :

  • On Premise food & beverage experience
  • Minimum 5 years in senior sales role in Wine / Alcohol / FMCG with demonstrated sales & negotiation experience
  • Demonstrated commercial acuity, strong strategic business focus and experience managing distributors and new business development
  • Demonstrated experience of delivering on customer needs whilst operating within your company’s strategy
  • Strong strategic planning skills to achieve to achieve targeted results
  • Exceptional influencing skills and experience in dealing with a demanding customer base
  • Ability to manage multiple stakeholders
  • Exceptionally acute negotiation and influencing skills
  • Ability to effectively manage time and prioritise workload
  • Ability to understand, embrace and capitalise on change and lead others through change
  • Strong communication and influencing skills
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