Sales Consultant ID

Function:
Other
Role:
Any
Employment Type:
Permanent
Hours:
Full Time
Region:
Europe
Area:
Belgium
Salary:
Competitive
Posted:
09-Oct-18
Recruiter:
AB InBev
Job Ref:
18016173

About the role:

At the heart of our dynamic global growth is a simple belief: nothing should come between incredibly talented people and an accelerated career.

That's why we dream big. Why we look to the future, not the past. Why we value talent over title. And why we hire people that can be better than ourselves.

At AB InBev you'll join a driven team that shares your desire to grow, your courage to challenge and commitment to act. In return, we'll reward your achievements.

The opportunity is here. Make it yours!

Sales Consultant ID

1. Purpose of the Job

Ensure a fixed visit frequency to all poc's where distribution indirect, activation, quality and/or visibility step-up will lead to additional volumes. The Business Development Rep will be fully focused on volume KPI's: availability, activation, visibility and quality. By doing this, the POC Execution scores will improve and the POCs will move towards the Exceed status.

2. Business environment

Main characteristics:

Scope: Region South/East Wallonie

Main challenges:

Increase POCE Score:

- Invrease volumes Distribution Indirect

- Increase distribution of ABI brands

- Increase rotation of ABI brands

- Increase mix of ABI brands

- Increase visibility of ABI brands

- Increase quality of ABI beers

Key dimensions: (Headcount, volumes DD, markets share, NNS and Ebitda)

- 500 Poc's per M1 POCE (26900 in total = DD) (500 poc's = 32.500hl)

- Disciplined visit frequency

Key contacts: (internal-external)

- Reporting to the M2 ID (teams of cc 6-8 M1's ID)

- Outgoing communication to dispatch questions/issues:

- M1 Existing (opportunities, issues)

- CSC (issues/questions)

- Account Wholesaler (product availability/delivery issues)

- Trade Marketing (feedback)

- External: POC's according to visit frequency (centrally planned)

3. Accountabilities

- Maintain & develop volumes Inirect Distribution

- Introduce keglines ABI beers on empty lines

- Convert keglines competition into ABI beers

- Introduce bottles ABI beers

- Introduce innovations ABI beers - NABLAB

- Improve ABI beer mix in the poc

- Focus on availability and visibility of POCE brands - focus on keg beer

- Improve share of keglines ABI vs competition

- Introduce and secure right glassware of ABI brands

- Implement correct menu execution following ABI guidelines

- Assure (must have) visibility on our focus brands in the pocs

- Assure correct (must have) tap visibility according to latest VBI ABI brands

- Maintain/adapt product range in sales system

- Maintain/adapt master data in sales system

- Fill in surveys in the sales systems

- Introduce Trade Marketing activations in the poc

- Negotiate yearplan and follow up of it in the poc

- Fulfill draught training in the poc - towards owner and staff

- Assure quality standards on ABI beers (HTS subscriptions)

- Assure the ABI beers are served and stored cold

- Train poc on perfect serve of ABI brands

- Ambassadors of the Selling story behind the brand (not just the promotions)

- Fill in all POCE questions

About the candidate:

4. Qualifications and Technical competencies required

- Education: Bachelor degree or equivalent by experience

- Language: French & German!

- Experience: no specific experience, a first commercial experience is a plus

- Home: M1 need to live in his sector

Technical competencies: (Job related)

- CRM-application, Excel (basics)

Functional competencies: (Job related)

- Depending of region: excellent knowledge of and or French & English

- Strong commercial mindset. Excellent sales and negotiation skills

- Disciplined and well-organized

- Result driven and perseverance

- Ability to listen to the customer and identify the opportunities from it

- Impact: Persuasive & strong communication skills

- Passionate and positive: Passionate about beers. Positive mindset

- Creative: Always ahead of the market

- Connected: Ability to build positive working relationships, both internally and externally.

- Daring: never satisfied with the status quo

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