Business Development Manager - Sales - Heineken

Job Purpose

The purpose of this role is to manage Key Accounts (Pepsi & Tasweek) Big Chains (Travco & Al Batros) Big Distributors (Golden Reach & Sakara International) and Export Customers (AB & NAB) by setting the right criteria and all related strategic planning and contracts nationwide and export markets. Implementing effective trade terms ensuring maximum company revenue and longterm relationship with key business partners.

Develops sales operations plans and identifies new methods to reach volume/revenue potential among Key Accounts and Export customers with the aim to increase volume profit and brand equity. Managing implementation of strategies and tactics of channels in cooperation with outside and inside business functions and key partners.

Develop ABC Export strategy for beer spirits wine and NAB.

He/she is part of the Sales Management Team and reports to the Sales Director.

Duties and Responsibilities

Leadership & Monitoring:

• Plan and implements sales and distribution strategies and programs in line with the annual plan across different key customers and export markets.
• Develop and implement annual plan with key customer (Pepsi) key chains distributors and Export markets.
• Develops annual operating and strategic plans by analyzing sales and distribution Key Performance Indicators and market trends.
• Develop Key Accounts and Distributor Trade Terms framework on annual basis in close cooperation with finance and RMG.
• Executes successful trade agreements in order to maximize corporate revenue and maintain longterm relationships with business partners.
• Aligns all data and information pertaining to distributor/customer payout with Finance and Sales Support.
• Develops customer and distributors contracts of different trade programs in liaison with the legal department.
• Implementing distributor management program and the responsibility of improving our RtM network / distributor network
• Gathers market knowledge about market customers consumers items and competitive patterns.
• Increases market share without assuming a monopolistic/dominant position.
• Optimize the marketing mix to ensure that effective strategies are in place in key markets to maximize volume and profit.
• Monitors and responds to competitor plans and actions.
• Responsible to achieve annual sales target and financial objectives within the agreed expense budget; including pricing discounts and rebates.
• Evaluates the status and trade position to secure market position.
• Determines trade margins and strikes a balance between profitability and market demands.
• Liaise with legal department regarding the customer contracts and any legal issues that may appear in any of our export markets. i.e: the trade mark

Stakeholder Management:

• Implements successful trade strategies to maximize corporate income and maintain longterm relationships with our commercial partners.
• Meets with team members and sales managers on a monthly and weekly basis to share updates and insights.
• Coordinates with the Trade Marketing/Marketing teams to provide appropriate assistance and the development of an activation schedule.
• Meets with the marketing department on a regular basis to introduce new initiatives.
• Maintains a positive working connection with important customers.

Team Management:

• Create and develop a winning team for Key Accounts and Export business.
• Sets the teams volume and key performance indicator objectives.
• Ensures that the monthly closure is completed on time.
• Provides input on talks about performance criteria.
• Leads inspires and develops a highperforming team by setting demanding goals and providing constructive criticism and coaching.
• Follows up on employee vacations and ensures they are entered into the system in accordance with the annual plan (sick leave annual work mission etc.).
• Leading the team and managing people development
• Putting right people in right jobs performance management personal development career development and professional and people coaching
• Effective use of people resources and development of talents to sustain long term business growth. Continuous improvement of sales talents and full talent pipelines

• Disclaimer: Other duties assigned as needed.