Job Purpose
Lead our strategic roadmap and growth plan for Adjacent products and other beverages. Build a strategic plan, playbook and value proposition material to provide guidance to the organization to sell HG as specialist in the field. Build a sales unit in the network that will elevate the expanded product focus. Execute growth strategy to expand and maintain customer base, deliver net growth, revenue, profitability in line with business strategy, financial objectives, Group guidelines and policies.
Key Tasks:

•\tDefine execution plan of 3 year roadmap by developing local sector strategy, consolidation of industry demands and ensuring best practice sharing•\tBuild team in accordance to the strategic mapping of business flows and customer locations. •\tReview attractive trade lane flows (products) with our existing expertise and specialized network offerings•\tDevelop an organizational playbook to onboard the group in new business development plan•\tCreate overview of value proposition to new products based on the legacy success in beer, wines and spirits and translate products into solutions to meet their needs. •\tDevelop product profiles and behaviours•\tClarify roles and responsibility within functional and regional accountability•\tProvide input to developing key account strategy including account planning, revenue targets, service goals, etc. considering regional or global•\tPlan, oversee and deliver sales objectives for select group of strategic accounts across a region or globally•\tCoordinate and control sales activities and initiatives including contract negotiations for assigned key accounts with significant impact on overall results and objectives•\tTake steps to ensure key account retention, business growth, and profitability•\tSupport key customers, enhance internal and external collaboration and cross selling•\tCoordinate activities of functions where the customer has direct contact to provide consistent and cohesive services•\tBuild relationships with existing and potential customers, associated networks and support functions for enhancing efficiency in sales delivery•\tIdentify decision-makers, build relationships with accounts to negotiate customer contracts, promote brand awareness, resolve issues and result in profitable business•\tAnalyze complex issues and modify processes and techniques in own work area for enhanced efficiency and effectiveness•\tNegotiate and authorize agreements/ contracts, change terms and conditions in line with Group guidelines•\tMotivate, develop and coach team members within the network environment to engage and contribute to key account strategies •\tWork closely with country managers, sales managers and pricing managers to support the new development and project

Stakeholders
•\tCommunicate and influence senior business leaders outside of own job area to accept practices and approaches •\tDevelop strong, trusting relationships with senior business leaders across HG •\tCollaborate on a high level with local country management, sales management, Pricing and operations management.

Skills
CRM, Customer Satisfaction, Customer Development, Account Management, Major Accounts, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Contract Negotiation, Budgets, Sales Forecasting, Business Development, Revenue Growth, Market Trends, Sales Channels, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management, Resourcing