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Sales Development Manager

4 months ago

Dubai, United Arab Emirates Moët Hennessy Wines & Spirits Full time

**Position**:
**Mission Statement**

Reporting to the Senior Key Account Manager Middle-East, you will contribute to accelerating the growth, develop the distribution and the profitability of all key accounts within the Travel Retail Middle East.
- You will play a key role in ensuring efficient and collaborative relationships with customers and purchasing team to guarantee a high level of service and satisfaction
- You will have to monitor and develop the business performance, the distribution and the retail visibility of MH portfolio according to brand priority matrix
- Key responsibilities include extensive knowledge of key travel retail segments such as airports and airlines

**Main Responsabilities**

**FINANCE**
- Participation in the monitoring of business results (volumes, distribution, pricing, FTT/A&P expenses, Profit Contribution) and brands’ equity for DDF, QATAR, BAHRAIN, MUSCAT, ISRAEL, LEBANON
- Support Senior KAM to achieve agreed profit targets in a healthy P&L while fostering the MH Portfolio brands’ equity, awareness, and desirability through the proactive and innovative management of allocated resources.
- Contribute with Senior KAM in Pré-Budget/Budget/LE1/LE2/Phasing
- Work closely with TR ME Finance & Operations Business Partner
- Reporting: Mid-Month Forecast, R&O, Monthly report, D+1, Key customer performance
- Support the optimization of FTT/A&P budget. Monitor and control spending on a monthly basis.
- Monitor T&E expenses

**BUSINESS ANALYSIS & SALES**:

- Support the Senior KAM in:

- customer business reviews, strategy meetings, negotiations, and activation planning
- commercial negotiations to maximize all business aspects (space & location, distribution, promotions and more) of your fully owned customer channels and total business drivers.
- Monitor closely SI & SO and provide regular performance report by market to ensure sustainable growth and better accuracy of supply chain flows
- Work collaboratively with Marketing & Retail Manager to develop brand desirability of MH portfolio: Permanent / activations
- Develop supervisors and sales ambassadors: Incentives plan, training plan, monthly reports
- Analyze PAX traffic, market share & customer sell-out data to improve assortment and visibility
- Coordinate and ensure we have consistent strategies with local markets
- Continuously look for, and assess, new business opportunities within the region (new brands listing, distribution expansion).
- Pro-actively work with the multi-functional team to ensure excellent execution of the sales plans
- Market Intelligence: gather and analyze market information related to the industry (market size, domestic RSP, distribution, pricing, launch results, ranking) and propose ideas that drive market share and sell-in.
- Develop and share best practices with the Organisation, report business results/achievements

**LOGISTIC / SUPPLY CHAIN**
- Strong coordination and communication with MHME new hub and Maisons
- Monitor stock level and customer forecast for all customer operations
- Payment/delivery: ensure proper service level to your

**Profile**:
**Education**: Degree holder (MBA preferred)

**Languages**: Fluent English (+ French a real plus)
**Professional experience & know how**:

- Experience as business analyst or commercial at international level ideally in Travel - Retail and on Wines and Spirits Market
- Comfortable with budget planning and forecasting
- Knowledge of key account management in Travel Retail

**Team Management**
- Good team management skills (retail specialists)
- Able to influence and motivate teams both external and internal

**Personal & interpersonal skills**:

- Excellent communication and organizational skills
- Strong negotiation skills
- Highly motivated and target driven
- Financial and analytical Skills
- Strong and passionate team player with the ability to foster relationship
- Integrity
- Solution oriented and creative skills
- Willingness to take on responsibilities outside a defined job scope
- Ability to work under pressure in a fast-paced high-performance environment while
- maintaining a high level of accuracy

**Others**: Mobile to Travel (approx.30 % of time)