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Careers at Bacardi

Modern On Trade Manager (Lisbon)

Job Name

Modern On Trade Manager (Lisbon)







Job type:

Full time

About the role

As the Modern On Trade Manager, you will be accountable for creating value through driving sales and developing strategic relationships with key customers. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s full portfolio presence in the Portugal on trade. Your deep commercial knowledge, ability to develop strategic relationships and lead and inspire a On Trade Sell-Out Sales team will be key to your success in this role.
  • You will be responsible to deliver key revenue and commercial targets for your area as determined by the Country financial plan.
  • You will be responsible to ensure the best ROI on our On trade investment;
  • You will be leading a team of Brand Builders, with a support of Field Sales Supervisor (responsible for Premium, Night- & Day life customers) by being a strong, inspiring, challenging leader with exceptional coaching skills.
  • You will be responsible on building a channel strategy;
  • You will build and maintain effective relationships with strategic customers and key external stakeholders (e.g. trade associations) for your channel.
  • You will be accountable for the implementation of the customer and shopper programs within your channel as agreed in the Country Integrated Activity Plan (IAP).
  • You will drive use of Commercial Excellence assets (e.g. Pictures of Success and Assecco) and approach to activate our brands to influence consumers at the point of purchase.
  • You will identify opportunities for new business development and provide critical input into the development of category and channel plans.
  • You are an entrepreneur and a full portfolio thinker;
  • You will coordinate directly with the Commercial Development Team to drive implementation of Commercial best practices.
  • You will drive a shared vision and winning team spirit among the sales teams and lead the execution of the people strategy.
This role is varied and a large percentage of your time will be spent interacting with the local sales team’s members as well as key customers. As a result, you can expect to be travelling extensively within your market and spending the majority of your time with the team in order to stay connected to all stakeholders.

Key accountabilities and responsibilities

Deliver results & excellence in execution
  • Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share),
  • understanding the NSV per Region/Segment.
  • Deliver Universe and Investment (Contracts with customers & FOC) Full analysis and administrative work.
  • Deliver on Pictures of Success, temporary activities and new business targets;
  • Deliver impact from channel and shopper marketing programs agreed in the Country IAP
  • Understand customer strategy and how to leverage the Bacardi value proposition to grow mutual business
  • Create and manage effective long-term relationships with strategic customers and key stakeholders to drive
  • financial impact
  • Input into key decisions to ensure Bacardi’s Route-to-Market approach is optimized
  • Continuously work on maximizing the effectiveness and efficiency of your field sales team
  • Continuously work on ensuring the best technology for your sales team: PoS, Asseco, Vistex, Menu Maker
  • and other relevant IT tools.
  • Continuously update on competition intelligence
  • Develop talent and capability
  • Set up learning and development plans for yourself and the sell-out team based on Bacardi Commercial Way
  • Implement standardized Commercial best practices
  • Demonstrate expertise in category and shopper insights; serve as an advisor to Customers to drive mutual
  • growth
Be part of a winning team
  • Work with On trade Field sales Supervisors to build a shared sense of purpose among your sales teams
  • Be aligned behind the targets and be passionate about winning in the organization
  • Be part of a mutual proactive feedback culture
  • Be aware of our Bacardi history and culture

Measures of success

Performance: Achieve financial target in the On Trade investments (ROI, profitability), and ensure IAP
objectives delivered, related to Brand Builders.
Value share: Drive Value share growth of key Bacardi brands in the On Trade.
Commercial: Investments Full analysis and Asseco Targets
Strategy: Participate fully in the development, delivery, and ownership of the Department Commercial Strategy
Employee engagement: Drive sustained improvement in engagement and enablement by spending majority of the time with the team coaching them in the filed
Talent: Deliver against talent management objectives

Critical experiences for success

To be successful in this role you will have/be:
  • Experience in field sales in a leading FMCG company
  • People leadership experience including proven coaching abilities and the ability to create and maintain a collaborative high performing team
  • Strong customer focus
  • Demonstrable track record of performance and delivery of results
  • Strong negation skills
  • Proficiency in English language skills
  • Fluency in country’s most spoken languages
  • Leadership Competencies required:
  • Strong motivational & leadership skills
  • Coaching and development
  • Drive for results
  • Timely decision making
  • Problem solving
  • Conflict Management
  • Functional Excellence
  • Planning and Organizing
  • Highly Commercial
  • Negotiation
  • Communications skills
  • Strategic thinker
Educational Requirements
Degree level

The following experiences are preferred:
  • Experience in the Spirits and/or Beverage Industry is a distinct advantage
  • Experience in additional functions beyond the ones listed above
Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a Bacardi team leader, to develop deepening experience and inspire your team in all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example and Develop and Inspire Talent

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We’re caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We’re passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we’re most proud of: our True Heart and Winning Spirit – both in our home markets and across the world.