(Assistant) Regional Business Development Manager

HEINEKEN Asia Pacific Beverages is a HEINEKEN subsidiary that develops and provides beverage solutions and services throughout the APAC region. These services range from trading of HEINEKEN owned brands, incubating new innovations or providing supply services to other HEINEKEN organizations.

As an (Assistant) Regional Business Development Manager, you are responsible to identify, develop, negotiate and build strategic agreements with partners who can help to deliver and grow our presence in the Region. You are the main point of contact for our clients and will need to optimize customer satisfaction over time.

This role is a cross-functional commercial role in which you are required to work autonomously and initiate and/or support efforts towards developing and implementing initiatives to effectively market to our consumers through our customers/distributors.

In developing commercial agreements, you are to coordinate the identification of the sourcing brewery and ensure that the route-to-consumer is designed in the most effective and efficient way that ensures optimal distribution and customer satisfaction at the lowest possible cost to serve.

Commercial development is to be provided behind brands and initiatives providing a sustainable return on investment and leveraging existing brand assets.

Job Description:

Primary Roles:

1. Drive and oversee overall sales responsibilities for all markets beyond current assigned list of markets through market-based distributors ensuring adherence to business plans and commercial targets.

2. Alignment with sales (distributors/ market managers) on geographic launch plans, forecasts in sales, market share/penetration goals, profitability is accountable, together with country sales, for overall achievement on actual vs. plan, brand mix, disposable utilization, and competitive information.

3. Develop key cluster management strategies, product pricing for the market, and ensure compliance with established pricing guidelines.

4. Responsible for establishing and maintaining profitable relationships with distributors/ Feet-on-the-ground to understand industry and region-specific trends

5. Work through business partners to participate in promotional activities and trade shows and drive penetration of new products

6. Implement communication, training and documentation programs, and support tools for sales force effectiveness through objective market research, customer and sales force feedback

7. Develop and manage key channel relationships to maximize revenue, customer satisfaction and long-term relationships, including performance evaluation of distributors both in quantitative and qualitative terms and coach and develop distributors to higher levels of professionalism

8. Negotiate and establish agreements with overseas customers and distributors, including renewal and termination of existing contracts as necessary.

9. Drive sales execution through market based distributors ensuring adherence to business plans and commercial targets.

10. Design and review optimal value chain and trading term structures.

11. To support market BTL activities with marketing (sales initiated) calendar/ activities aligning to shoppers drivers.

12. Assist development of the Trade Marketing Strategy supported by data to achieve defined business objectives across all product categories.

13. Own responsibility for the development, execution, and performance of all programs designed to increase presence and off take for priority markets.

14. Responsible for management and monitoring of total A&P investment and execution standards.

15. Establish channel strategies with market managers & track implementation of the associated plans.

16. Evaluate ROI of trade promotion to achieve maximum returns.

17. Participate (under supervision of marketing team) in the design of the promotional materials and maintain contacts with the market managers, in order to supervise all promotional activities.

18. Guide development of a trade promotional plan with market managers.

19. Working closely with consumer planner, market managers to provide category and shopper insights to drive performance.

20. Point of contact from sales for overall digital strategy for HAPBev.

21. Prepare market budget and ensure disciplined budget management.

22. To work on project/s which benefit different levels of commercial goals e.g. Productivity, Efficiency etc.

23. Manage initiatives that contribute to the Company's goals and objectives and improve market share, customer satisfaction and productivity performance.

24. Develop, implement & evaluate category plans to meet profit objectives.

25. Optimize Net Promoter Score to drive customer satisfaction.

Secondary Roles:

1. Analyse gaps for improvements& innovate ideas to fill them e.g. Standards for a perfect outlet, improvement required to achieve activation targets.

2. Act as the bridge for sales and marketing to achieve commercial efficiency.

3. For any form of communications directly or indirectly linked to Company/Brand equity works under strict supervision and responsibility of Marketing Dept.

4. Provide seasoned leadership in the translation and execution of the Marketing strategy into programs.

5. Work (plan, coordinate & execute) with marketing on selected projects/initiatives within assigned channel.

6. Ensure alignment across the Sales and Marketing organisations on sales needs and marketing initiatives, including coordination with legal and budget management whenever necessary.

7. Assist in development and delivery of new product availability plans.

8 Assist in co-ordination and communication of product, price and pack changes.

9. To seek constant improvement in every aspect of commercial ecosystem.

10. Putting in place, monitor and improve processes to link all Marketing activities with the activities of the Sales team.

Job Requirements:
1. At least 3 years field sales or sales management/marketing experience within a similar environment. Experience in analysis of business problems and developing solutions, and market segmentation and financial analysis required.

2. Proven track record of delivering effective marketing programs, a broad knowledge of marketing principles and experience of utilizing them in challenging and progressive environments.

3. Excellent understanding of marketing and research analysis techniques including segmentation, profiling and modeling along with strong data analytic skills.

4. Acute sense of market trends and changes sensitive to the needs and changing tastes of the consumer.

5. Understanding of the company's business strategies, competitive environment and industry trends to proactively anticipate business needs and develop appropriate objectives and strategies.

6. Key account management in FMCG on Consumer Goods

7. Good APAC market knowledge

8. Good understanding of ecommerce channel

9. Experience in systematically driving customer satisfaction