Sales Executive (On Trade)

At HEINEKEN, we ignite the moments that bring us together, create bonds that are unforgettable, and brew the joy of true togetherness to make the world a better place. Our dream is to shape the future of beer and beyond to win with consumers, and we are entering an incredible next era of innovation and expansion in the beer industry. As we reimage the future of beer with HEINEKEN’s EverGreen balanced growth strategy, we would love to have you as part of our team to bring the joy of true togetherness to our people and consumers. An exciting opportunity has some up for a Sales Executive for On Trade (ONT). ROLES & RESPONSIBILITIES: Sales Approach • In consultation with the Area Sales Manager, develop a sales plan for the assigned ONT segment/district that will support sales volume achievements. The plan shall include a good understanding of the segment/district as well as customers’ requirements to ensure win-win collaboration. • Establish a solid relationship with the outlet through customer engagement, understanding of customers’ needs and explore and pursue opportunities to increase sales. Inclusive that of competitors’ outlets. • Review and manage business terms and conditions (including volume incentive, trade & Consumer initiatives, etc) to ensure successful contract negotiation and optimization of Advertising & Promotions efforts. Be sensitive to cost and profitability. • Partner with Marketing & Trade Marketing and participate in Advertising & Promotions efforts to sell in value proposition(s) of ABPS and to be able to present these in context to address customer needs. Prepare and present business plan and review monthly/quarterly with outlet owners to help improve business. • Participate in cross-functional teams to execute promotional activities in outlets and review their effectiveness in increasing sales. Monitor the work of Promotion Agents during sales activities, i.e. roving, if available. • Ensure prompt response to inquiries and resolution of questions and/or complaints; work with internal teams to ensure customer requirements are appropriately defined and addressed. • Be on the ground and gather market intelligence with regard to trade/competitors’ activities with internal colleagues and determine appropriate counter measures. • Maintain documentation, both electronic and physical, of sales activities in order to facilitate appropriate reporting; develop appropriate reports on customer base, potential projects and general customer satisfaction. • Complete all sales paperwork promptly and accurately. • Perform related duties as assigned. In-outlet Execution • Work with Marketing/Trade Marketing teams to execute and track progress of BTL activities in the assigned outlets. Ensure Brand strategy is followed. • Fulfill outlet call-plan and ensure execution of Picture of Success (PICOS) in the assigned segment/district. PICOS implementation shall focus on the availability, affordability and visibility of our brands of beer. • Maintain an organized format during each sales call, covering all important topics; effectively use IPAD as a tool to execute call objectives, update outlet listing, market intelligence/feedback, etc. JOB REQUIREMENTS: • Minimum a Diploma holder, English & Chinese communication skills required. We are seeking candidates proficient in Chinese to effectively communicate with Chinese-speaking clients. • Minimum 2 year sales, marketing or customer-contact experience in a sales-related field, preferably in the FMCG industry • Valid driving license/car preferred • Computer knowledge Skills • Basic knowledge and understanding of on-premise sales practices • Interpersonal savviness - inside and outside the organization, builds appropriate rapport and effective relationships • Good negotiation skills – skillfully negotiate with customers to ensure win-win collaboration • Well-organised and ability to work under minimal supervision