Head of Sales

This is Sales Management role in Wine&Alcohol Industry.

Key Responsibilities:

• Sales Leadership:
• Provide input and leadership to influence the company’s strategic direction, business and portfolio strategies, and special projects as necessary
• Lead the commercial strategy & agenda for the company to deliver B-F Greater China’s short & long-term revenue growth targets
• Develop our existing customer base and channels as well as strategies to find new opportunities where to sell our brand portfolio (route to market strategy)
• Build our commercial capabilities and processes to become ever more competitive in the market
• Provide transparency on commercial plans, investments, and results
• Share commercial insights with cross-functional stakeholders to improve our understanding
• Team Management & Development:
• Provide strong leadership and direction to 7 direct reports and a team of approximately 15 internal and external people in various sales functions
• Act as a role model of B-F values and culture
• Strengthen a fact-based, data-driven culture in the sales planning and decision-making
• Design the Sales team structure, with a consistent focus on improving the effectiveness and efficiency of Sales staff
• Establish & communicate a clear sense of direction and priorities for the sales team
• Promote a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued
• Develop and coach people, with ongoing constructive feedback, to raise the level of our talent
• Lead the talent management and succession planning processes for the sales organization, and develops individual development plans
• Identify organizational capability gaps and address them through appropriate learning & development programs, in collaboration with HR
• Engage the sales team in the company’s vision and strategic priorities. Share a broader company understanding with the sales team
• Motivate the sales team to drive growth and to learn continuously from its successes & failures
• Set up tools and processes for continuous performance management within the sales team
• Ensure effective & efficient processes within the sales team and collaborate with cross-functional partners
• Ensure compliance with the B-F Code of Conduct and responsible commercial guidelines. Partner with Regional Legal Counsel to provide regular compliance training to the sales team and dedicated partners
• Business Development:
• Meet/exceed annual volume, revenue & market share objectives overall and by brand & channel
• Work closely with General Manager and heads of Marketing and Finance on the development of business & portfolio strategies, yearly budgets, quarterly projections, trade terms, price structures, and profit margins
• Maintain a close and productive relationship with key distribution and customer partners
• Oversee planning, allocation, and management of commercial investments
• Ensure the quality and clarity of annual channel & customer plans and preparations for key customer negotiations
• Provide oversight for annual customer negotiations to ensure positive outcomes
• Assume overall responsibility for the selling process, distribution level, pricing, and execution at the point of sale
• Identify and maximize new business development opportunities
• Identify commercial issues and opportunities; proactively recommend actions to achieve growth and gain share
• Business Analytics and Insights:
• Ensure effective and efficient processes for sales forecasting, planning, analysis, and reporting
• Keep the company informed of competitive activities and changing business or market conditions
• Develop robust, reliable metrics for evaluating execution at the point of sale and promotional effectiveness
• Improve the quality of commercial strategies and operational plans via in-depth, ongoing analysis of the channel, customer, and competitive trends and the effectiveness of sales initiatives
• Manage the company’s sales forecasting & planning, discount budgeting and spending, and sales reporting
• Provide GM and Leadership Team peers with regular business status reports on a monthly basis, detailed brand/channel reports on a quarterly basis, and other reports as necessary

Key Requirements:

• College/University (Bachelor or Equivalent)
• 10+ years of sales experience with FMCG-branded products
• Significant, progressive sales experience covering the full range of sales channels & functions (modern trade, traditional trade including distributors, on-premise and e-commerce, as well as sales operations and field force management)
• Ability to unlock insights from data and use them to drive growth with our partners
• Experience in key customer negotiations and distributor management
• Understanding of top-class sales operations and analytics
• Excellent leadership skills and demonstrated people management and talent development experience
• Sound knowledge of the Chinese retail environment and trade landscape

Preferred Experience & Education:

• Master's Degree (M.A., MBA or Equivalent)
• Prior experience in wine & spirits, pharma & cosmetics, or luxury FMCG industries
• Familiar with working in a multinational company organized with cross-functional matrices
• Sound knowledge of Chinese restaurant/bar environment

Job Competencies:

• Fluent in English, both spoken and written
• Great analytical skills, commercially savvy and solution-focused to solving problems
• Data-driven, evidence-based decision-making
• Strong business & commercial acumen and judgment, with strategic capabilities
• Proven champion of continuous improvement who is able to establish a long-term, broad perspective, challenge current thinking, and lead change
• High energy self-starter with proven ability to identify issues and projects, plan and prioritize, organize and manage multiple projects to completion by specific deadlines, and motivate and mobilize others
• Superior communication skills (influencing & persuasion, listening, presentations, written)
• Ability to identify and distill key issues and opportunities in a clear & concise way
• Ability to present sales information in a visually appealing way
• Ability to build productive relationships at all levels, with strong stakeholder awareness
• Collaborative team player, able to build & maintain productive partnerships
• Strong professional maturity and emotional intelligence: clear ability to manage through ambiguity and deal with difficult people or situations, resolving conflicts in a constructive and timely manner
• Possesses the ability to translate big-picture thinking to inspire teams and organizations toward our unified goal
• High levels of ownership and accountability for decision-making. Capable of taking tough decisions for the benefit of the wider business
• A role model of constructive behaviors, compliance, and a champion of Diversity and Inclusion
• Adaptable, flexible, and resilient
• IT literate - MS Office & Google applications