Job Description:About usTreasury Wine Estates (TWE) we are proud of our portfolio of brands that have tremendous heritage, rich quality, and a reputation for excellence across the globe. At TWE we are led everyday by our purpose, Boldly Cultivating. We are boldly cultivating value through our brands, wine, people & environment for enriched & joyful communities.At TWE we cultivate our teams to be their very best. And in turn, our people push us to make bigger and bolder decisions. Our focus on Boldly Cultivating unites us as a global team - known for the experiences we create for our consumers, customers, partners, suppliers and our people.To learn more about our purpose and our renowned portfolio of global brands, click here.About the roleLead the regional global travel channel in the designated territory.Lead, motivate & inspire the Penfolds GT NA team to drive the commercial sales agenda and result delivery.Global travel retail strategy & customer managementWork with the Director GT and stakeholders to develop and execute the GT strategic plan.Develop, negotiate, and execute the GT strategic plan with customers.Maintain strong relationships with stakeholders to identify opportunities for growth and brand presence.Monitor the implementation and measurement of objectives, and provide feedback to maximise learningsBuild Joint Business Plans (JPB) with priority customers to ensure that the sales plan delivers category growth. Clear points of differentiation to be developed in the JBP to ensure it delivers on the strategic agendaConduct business reviews to agreed standards focused on business development and category growthManage strong commercial relationships and facilitate cross functional relationships across marketing, finance, supply & customer serviceOwnership of the P&L including achievement of volume, revenue and profit targets by maximising brand exposure and yield from promotional expenditureDeal with all issues regarding customer problems and complaints within your realm of influence. Take ownership of these issues even when they need to be escalated and follow them through until resolutionDrive the achievement of key commercial objectives and delivery of KPIsDeliver the financials for TWE with P&L accountability - volume, NSR, net margin and trade spend budgetsDeliver on KPO's with key customers based on- Identified opportunities for growth based on customer and business needs- Utilise skills in financial management to maximise ROI for Penfolds in tactical or negotiations with customers- Oversee all activities related to customers to ensure effective management of trade spendPeople leadership, communication & coachingProvide a high level of leadership, development and coaching for the GT team focused on negotiation skills and business acumen.Regular communication with the customers about performance, forecast and opportunities and key stakeholders to ensure execution of the planProvide feedback on the effectiveness of execution initiatives to drive volume, share and profitabilityEnsure adequate product knowledge and training to enable effective key account managementPricing & promotional effectivenessOptimise pricing effectiveness (pricing strategy & promotional recommendations) by brand.Management of the promotional clash calendar for the region by customerDeliver promotional activity in accordance with brand strategyInnovate to deliver creative solutions for the customer addressing their needs within TWE frameworkCustomer expertBe the customer expert with a comprehensive understanding of strategies & tactics and communicate these effectively to internal stakeholders. Focus on the following:Customer proposition and differentiationGrowth strategies and targetsExecution capabilities - to include what we can achieve in store with brand ambassadorsCustomer financial metrics and performanceAbout youDegree in Business, Commerce or Marketing ยทWSET preferredDuty free and travel retail commercial experience preferred.Experienced people leaderMandarin and English written and spoken fluencyEight (8) years in regional management national key account management in wine, alcohol or FMCGStrong negotiation, analytical and financial skills in planning and executionExperience of delivering on customer needs and operating within company strategyStrong strategic business focusExperience in dealing with dynamic customers & proven track record in negotiation.Ability to understand, embrace, adapt and capitalise on change.Strong communication and influencing skills.Proven record of sales success and delivery to targets.Ability to lead cross functional internal teams.Proficient in Microsoft Office: Word, Excel, PowerPoint & Outlook.Frequent travelIt takes all varietals!At TWE, we proudly celebrate diversity and are committed to being an equal opportunity employer. Our goal is to build a workforce that reflects the diversity of the consumers who enjoy our products.All qualified applicants will be considered for employment regardless of age, race, colour, religion, gender identity, national origin, or disability. If you require any assistance to be included in our process, please contact recruitment@tweglobal.com, quoting the job title and reference number.
