Executive Manager, Local Sales - Angostura

Our Client, Angostura, is seeking to fill the position of Executive Manager, Local Sales.

JOB PURPOSE

Reporting to the CEO of Angostura Holdings Limited, the Executive Manager – Local Sales, is responsible for leading the team that manages the local business in Trinidad & Tobago. This includes achieving revenue, profitability and growth targets, management of distribution and delivery, sales planning, market growth and customer satisfaction. The incumbent manages the sales administrative functions including efficient workflows and processing of orders, documentation, monthly reports, audits, and management reports.

He/She is also responsible for the Leadership of the team, which includes career development of the staff, performance evaluations, maintaining an effective team structure and serves as an advocate for the team with the executive management. The Executive is required to set business standards and policy and develop procedures to ensure that the strategic, tactical, and operational budgets are attained.

KEY ACCOUNTABILITIES

Manage Assigned Territory: Trinidad & Tobago

• Provide strategic and operational direction on management of T&T: profitability, achieving or exceeding sales targets, distribution, and sales management.
• Develop relationships with distributors and/or sales agents, credit management, and contracts.
• Ensure efficient and effective processes in place to deliver the budget through a capable and motivated team. This includes efficient workflows, supply of goods, management of sales orders and customer credit, documentation, communication, brand planning, trade marketing, management of A&P spend, accruals for expenses, sales forecasting, and demand planning. Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Develop standards for the sales process: customer visit plans, performance targets, compliance, and customer satisfaction indices. Ensure that credit risk is minimal and customer limits and sales orders are properly evaluated and in keeping with company policies. Accountable for the entire credit granting process, including the consistent application of a credit policy, periodic credit reviews of existing customers, and the assessment of the creditworthiness of potential customers, with the goal of optimizing the mix of company sales and bad debt losses. Designs and implements processes to improve cash flow and reduce receivables.
• Work with management to identify staff training and development needs.
• Work closely with the executive committee to create an integrated growth strategy and tactical plan in keeping with the company’s objectives. Accurately forecasting future sales and forming sales plans to adapt to constant shifts in the marketplace.

Manage the development of the T & T business.

• Manage, motivate, support and recommend training and development for the T & T sales staff to achieve optimal results and build a dynamic, proactive team and robust portfolio. Direct and develop the T & T retail expansion plans as per company’s objectives, understanding the competition and how we are perceived in the marketplace; prioritize opportunities identified and compare potential returns with costs being incurred to exploit it; deliver objectives in terms of NSV, Shares, Strategic Customers growth, Compliance. Provide guidance on issues involving pricing and costs. Complete national sales operational requirements by scheduling and assigning employees; following up on work results.
• Lead and manage the trade marketing team to ensure that local trade A&P is invested to ensure business continuity and meet with business growth opportunities. He/She will ensure that return on investment (ROI) and SMART KPIs drive the investment policy and will optimize trade A&P expenses to meet financial targets.

Budgets and Reports

• Direct, plan and implement a sales forecasting process by SKU that leads to improved forecasting and sales and operations planning. Ensure that an 18-month forecast is provided and that monthly updates are received by the demand planning team. This is critical to the materials requirements planning and procurement process in production.
• Plan, administer and control the expenses within the cost centres allocated, compare actual against approved budget. Analyze variances, recommend operating changes to stay within the plan and implement appropriate action. Complete and submit budgets on time. Revise quarterly.
• Provide management with reports as needed, i.e., Status, Trend, Exception and Monthly Reports. Ensure timely submission of all reports as requested. Supervise the preparation of all reports as requested by management, the relevant external governing bodies, and related parties.

QUALIFICATIONS & EXPERIENCE

• A master’s degree in management/economics, or a related field
• Extensive experience in senior management positions (10 years), preferably with progressive responsibilities in Marketing, operating within the beverage industry or FMCG sector.
• Working experience in distillation or brewing would be considered an asset.
• Proven track record of successful leadership in a similar role or comparable industry.
• In-depth understanding of the organization's industry, market trends, and competitive landscape.
• Demonstrated excellence in retail execution and distributor management.

KNOWLEDGE, SKILLS, ABILITIES

• Exceptional knowledge of marketing strategies, concepts and practices.
• Expert working knowledge of P&L and budget management.
• Customer Focus.
• Strong Project Management and Performance Management Skills.
• Excellent verbal, presentation, and written communication skills.
• Effective time management, organization, and leadership skills.
• Drive, energy and resilience.
• Ability to build strategic working relationships.
• Strong working knowledge of MS office
• Excellent communication skills
• Maintains integrity and generates trust.
• English speaker, foreign languages will be an asset.
• Keen business sense, with the ability to find creative business-oriented solutions to problems.
• Natural leader with an ability to inspire performance with sales teams.
• Experience in management reporting including budgeting, forecasting, monthly financial reporting, and regulatory compliance.

We wish to thank all applicants for their interest, however, only those favourably considered will be contacted.