Job Description

Our client is one of the world’s leading wine companies. Their purpose is to enrich everyday moments through their amazing wine brands. It goes without saying that everything they do as an organisation and as individuals is in service of fulfilling this purpose. The driving force behind their business is their people, their expertise, their passion and their professionalism. With over 1,400 dedicated employees in Australia, the UK, Europe, Asia, South Africa, New Zealand and North and South America, it is their teamwork that sets them apart.
About This Role
This is a key role within the EMEA sales team.  
You will have full accountability for their business across the key countries of DACH (Switzerland, Germany, Austria).  They have a strong established business in this region, but there is also a big opportunity and expectation for growth. You will be accountable to execute their commercial strategy across this region, with the objective of delivering growth for key customers, and delivery financial targets.
To successfully do this, you will need to develop deep understanding of the region and key customers at a strategic level to adapt their approach in order to inspire customers and meet their needs. You will also be accountable to execute through exceptional account management, and strong collaboration with colleagues.
Your Key Accountabilities
•    Delivering the regional P&L for the financial year 
•    Forging strong and strategic relationships with customers across multi-levels/departments, ensuring they are the wine partner of choice
•    Ensuring they are realising all incremental growth opportunities within your region, both in existing and new business
•    Putting in place 1-3 year strategic plan for your region
•    Reviewing monthly results to budget and forecast; proposing action plans to meet or exceed plan
•    Representing the company within your customers and region, and be the voice of your customers within their business 
•    Monitoring the company and competitor activity/pricing and its effectiveness in order to recommend counter strategies 
•    Monitoring and controlling A&P budgets ensuring optimum results and return on brand investment through effective pre and post promotion evaluation
•    Ensuring sales & volume forecast is regularly updated
Other Accountabilities Include
•    Leading by example as a role model for their values and professional standards
•    Driving continuous improvement at all opportunities 
•    Taking a proactive approach to risk management, ensuring risks and issues are identified and mitigated, addressed and reported / escalated
•    Being fully aware of and actively complying with their policies and procedures
Required Experience
•    Developing/executing regional/customer strategy
•    5-10 years FMCG sales experience
•    P&L ownership of key customers/channels
•    Building category focused propositions 
•    Building exceptional relationships
•    Alcohol/wine experience in region an advantage
Your Knowledge and Skills Behavioural
•    Works as effective team member, leading, guiding & inspiring others
•    Communicates well at all levels: share ideas & contributing
•    Take the initiative to problem solve, challenge & improve to deliver the agreed targets
•    Excellent planning and organisational skills
•    Ability to generate innovative solutions to work situation
•    Professional approach, demonstrating flexibility and ownership
•    Able to work well under pressure
•    Demonstrates enthusiasm and is self-motivated
•    Outstanding leadership and management ability
•    Ability to obtain information and identify key subjects required to understand strategic issues Functional
•    Advanced account management 
•    Advanced core selling and persuasion skills 
•    Strong negotiation skills
•    Financial understanding and P&L management 
•    Commercial planning
•    Project management 
•    FMCG industry knowledge
Physical and Other Requirements
•    Located within Germany or Switzerland
•    Regular travel across the region (c. 30%)
Coaching & Growing Talent
•    Engage productively and proactively with colleagues, customers and stakeholders as partners in success
•    Approach problems, conflict and opportunity with a ‘win-win’ mind-set
•    Use communication to engage, motivate and inspire
•    Value different points of view and listen actively
•    Consistently create a positive belief in others by inspiring and challenging them
•    Invest in coaching and development of others
•    Foster and role model collaborative behaviours and practice
•    Recognise and reward collaboration demonstrated by others
Strategic Agility
•    Builds, influences and leads cross-functionally, with clear accountabilities
•    Owns top-to-top relationships with customers and navigates complex networks 
•    Inspires colleagues to behave differently to improve customer outcomes
•    Foresees and overcomes competing stakeholder priorities 
•    Sustains a valuable, reciprocal and enduring relationship with all key stakeholders
•    Leverages stakeholder capability for best return
•    Has a written 3-year forecast, strategy and plan  
•    Demonstrates strategic thinking behind all customer related decisions
•    Highlights the big decisions to influence within customers and sets a detailed influencing plan against this
Commercial Acumen
•    Identifies must win criteria (short & long-term)
•    Sets a complete ‘trading’ strategy which is sequenced and fully-costed
•    Creates exceptional outcomes by pairing multiple negotiation components in the moment
•    Displays nerve and resilience under intense pressure
•    Collaborates across teams to optimise profitability
•    Inspires the sales organisation by having a strong finger on the customer pulse
•    Creates commercial propositions which step-change the customer relationship
•    Sells the concept linked to the customer’s key challenges and aspirations 
•    Turns objections into big opportunities