Job Description
The Regional Sales Executive will be responsible for managing selected On-Trade customers and driving sales and market development for a premium beverage portfolio across the assigned territory. The role focuses on securing new listings, improving brand visibility and display positioning, executing brand standards, negotiating activations and consumer events, and building long-term business relationships with customers.
The position requires a commercially driven professional who can manage customer relationships, deliver territory sales targets, optimise trade investments, and identify new On-Trade business opportunities. The role reports to the Regional Sales Manager and is structured as an individual contributor position.
Key Responsibilities
1. Sales & Territory Management
- Deliver budgeted sales targets for the assigned territory within defined spending parameters.
- Manage selected On-Trade customers and drive portfolio sales.
- Develop opportunities to increase sales and strengthen the brand's presence across the territory.
- Monitor territory performance and identify opportunities for business growth.
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2. New Listings & Brand Visibility
- Drive new product listings across the On-Premises channel.
- Improve visibility and display positioning of the company's portfolio in line with agreed targets.
- Ensure products are positioned effectively across relevant customer accounts.
- Execute brand standards within On-Trade accounts to support recommended product price points.
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3. Activations & Consumer Engagement
- Negotiate and execute brand activations, consumer events, promotions, and On-Premises displays.
- Develop opportunities that increase sales, consumer engagement, and brand visibility.
- Coordinate with customers and internal stakeholders to execute trade activities effectively.
- Analyse trade promotions and activations to understand their commercial impact.
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4. Customer Relationship Management
- Build and maintain strong, long-term relationships with On-Trade customers.
- Understand customer requirements and identify opportunities to grow the business.
- Develop bespoke proposals and opportunities for On-Trade customers.
- Maintain strong relationships while ensuring compliance with agreed trade standards.
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5. Trade Spend & Budget Management
- Manage trade spend and operating costs within approved budgets.
- Ensure investments in activations, promotions, and displays are commercially effective.
- Monitor spending and identify opportunities to optimise trade investments.
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6. Market & Trade Analysis
- Analyse trade promotions and activation performance.
- Monitor customer and market opportunities within the On-Trade channel.
- Share relevant insights and information across the business.
- Recommend opportunities to improve sales, visibility, and brand positioning.
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Qualifications & Experience
The provided role profile does not specify educational qualifications or a minimum years-of-experience requirement.
For the job listing, I would therefore avoid adding an assumed experience requirement and keep the focus on relevant On-Trade sales, customer management, territory management, and premium beverage/FMCG experience.
Technical & Functional Skills
- On-Trade Sales
- Territory Sales Management
- Business Development
- Customer Relationship Management
- New Product Listings
- Brand Visibility & Merchandising
- Trade Activations
- Consumer Events
- Trade Promotions
- Commercial Negotiation
- Trade Spend Management
- Sales Target Management
- Market & Trade Analysis
- Business Proposals
- Brand Standards & Compliance
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Key Competencies
- Sales Orientation
- Customer Focus
- Commercial Acumen
- Relationship Building
- Negotiation Skills
- Business Development
- Execution Excellence
- Analytical Thinking
- Communication Skills
- Budget Management
- Ownership
- Results Orientation
