Specialist On/Off Premise Sales

We Go Places! How about you?
Location: Honolulu, Hawaii
Function: Commerce
Sub Function: Commerce - Sales - On Trade
Type of contract: Permanent

About the Role:

The Specialist position works alongside distributor partners to ensure the successful sale, volume growth, distribution, brand presence and positioning of the HEINEKEN USA portfolio in the assigned channels or geographies. As the primary retail-facing representative for our brands, the Specialist must build high-quality business relationships with key retail accounts, and influential distributor personnel based in the creation of mutual value. Additionally, the Specialist will create high quality consumer engagement and experiences for our brands by delivering best in class programming within targeted on or off premise accounts.

Key Responsibilities:
Collaborate with distributors to win in market through planning, training, executing, and reviewing results to ensure distributor personnel's sales focus is aligned with HEINEKEN USA strategies.
Drive sales volumes and other KPIs at accounts by selling in target distribution, executing programming, and driving Excellent Outlet Execution (EOE) embedment against consumer drivers within assigned accounts, geographic territory, and respective distributor partners. To include:

Monitor and maintain competitive pricing, distribution, visibility, shelf space and displays in off premise accounts
Monitor and maintain competitive pricing, distribution, visibility, and feature activity in on premise accounts.
Ensure appropriate distribution and monitor/maintain features in on premise accounts.

Manage local/regional chains that are not covered by Regional/National Sales Manager
Manage local events to increase the awareness of HEINEKEN USA brands.
Effectively leverage sales resources such as sponsorships (Major League Soccer, etc.), sampling, POS, etc. for maximum value.
Build and maintain excellent value-based relationships with key retailers and market influencers. Be viewed as an expert in our field and a trusted partner.
Build multi-level relationships throughout each distributor and establish regular, clear, and open lines of communication including actions taken, market changes/trends, innovation launches, and programming or market opportunities.
Collaborate with internal HEINEKEN USA team in Regional Marketing, Chain Sales, or other required departments to ensure alignment and execution at key accounts and throughout the assigned geographic area.
Ensure third party agency vendors are being utilized effectively and adhering to the HEINEKEN USA code of conduct.
Collect and utilize objective data on market execution, driving accountability, and building the story of HEINEKEN USA's value proposition for each account and distributor.
Ensure Heineken USA brands adherence to quality standards within geographic territory.
Utilize effective pre-planning and route planning to meet call requirements set by Market Manager, spending minimum of 4 days per week in market working with distributors and/or key accounts.
Consistently allocate/align efforts to focus on those opportunities generating the greatest value or return.
Conduct required administrative tasks: recap meetings, attend regular one-on-one meetings with Market Manager, manage assigned budgets and reports, and track expenses.

Global Leadership Competencies Required:

Heineken USA believes that the quality of its people is a distinct competitive advantage. This position will be required to consistently demonstrate and support the below competencies:

Competency

Description

Core

Category, Portfolio & Brand Understanding

The ability to understand the drinks category, brand and portfolio strategies and objectives and incorporate them into Category Vision, Customer/Channel strategies and Execution plans.

"

Channel, Competitor and Shopper Understanding & Insights

The ability to understand channel trends and dynamics, competitor strategy and tactics and shoppers & consumers to effectively incorporate them into channel and customer strategies and plans.

Customer at the Center

The ability to consistently generate customer insights that drive winning customer strategies and plans, increase customer engagement and improve Customer Satisfaction

Route to Market Strategy & Understanding

The ability to drive the availability of our products and service our customers via an optimal mix of direct, indirect and digital channels, optimising total value chain profitability.

Channel & Customer Development

The ability to efficiently manage & develop fragmented trade customers from planning through to execution

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Distributor Management

The ability to effectively and efficiently select, manage and develop distributors to deliver our Route to Consumer strategy.

Key Customer Development

The ability to create and implement clear strategies, joint business plans and execution standards with Modern Trade Key Customers.

Revenue & Profit Growth Management

The ability to maximize mutual value growth (revenue and gross profit) for our Portfolio across Channels / Customers, by using data & analytics and a cost optimization mind-set.

Sales Performance Management

The ability to effectively and efficiently cover the market through a performance and data driven, customer centric and execution focused sales organisation.

Selling & Negotiation

The ability to sell (multiple categories) and negotiate mutually profitable agreements with customers across different channels.

"

Excellence in Execution

The ability to ensure the flawless implementation of our Execution Strategy and PICOS at the point of purchase

"

Basic Qualifications/Requirements:
Bachelor's Degree (or relevant experience)
Minimum 1-3 years of relevant experience
Passion for winning/drive for success
Program management & activation skills
Ability to drive execution standards

Preferred Qualifications:
Value based selling experience
Exposure to retail environment preferred
Bilingual preferred (Spanish)
Experience with the following software preferred:

Excel & PowerPoint
Power Bi
Sales Reporting Software / Syndicated Data

Physical Requirements:
Must be able to lift up to 32 lbs
Frequent stooping, reaching, bending, twisting required
Must be able to walk, stand, sit in vehicle for extended periods
Must be flexible to work evenings and occasional weekends
Must have a valid driver's license
Must obtain a valid solicitor's permit (upon hire)

This position is not available for visa sponsorship

HEINEKEN USA Inc.,

the nation's leading high-end beer importer, is a subsidiary of HEINEKEN International NV, the world's most international brewer. Key beers and ciders imported into the U.S. are Heineken the world's most international beer brand, Heineken 0.0, Heineken Light, the Dos Equis Franchise, the Tecate Franchise and Strongbow Hard Apple Ciders. HEINEKEN USA also imports Amstel Light, Red Stripe, Tiger, Carta Blanca, Bohemia, and many more. For the latest, follow us on Twitter @HeinekenUSACorp, or visit HEINEKENUSA.com.

We are a proud family with rich heritage and history. We are passionate about the beer and cider that we sell. At our core we are pioneers, mavericks, and entrepreneurs. We connect people by creating meaningful experiences and memorable moments. Every day you have the opportunity to be extraordinary and leave your mark.

We Brew Experiences That Inspire Legendary Lives
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