Job title: ASM- On Premise /Key Accounts/ On Trade
Function: Sales
Key Responsibilities:
1.Sales & Revenue Management
- Achieve monthly, quarterly, and annual sales targets for Modern On Trade channels.
- Drive distribution, brand availability, and ensure product placement as per guidelines.
- Identify opportunities to grow share of business within strategic accounts.
2. Key Account Management
- Manage relationships with key modern ontrade outlets, chains, and hotel groups.
- Negotiate listings, pricing, visibility, and activation agreements.
- Ensure seamless execution of trade programs and promotions.
3. Business Development
- Expand footprint by identifying and onboarding new premium ontrade accounts.
- Analyze outlet performance and potential to prioritize investments.
- Develop tailored plans for highperforming and strategic outlets.
4. Trade Marketing & Activation
- Work closely with the marketing team to plan and execute outletlevel activations.
- Ensure visibility elements, POSM, and brand assets are deployed as per brand guidelines.
- Monitor activation ROI and effectiveness.
5. Operations & Compliance
- Ensure accurate forecasting, order planning, and inventory alignment with supply teams.
- Track and ensure compliance with regulatory guidelines applicable to ontrade channels.
- Manage claims, credit notes, and adherence to commercial policies.
6. Stakeholder Management
- Collaborate with distributors, supply chain, finance, and marketing teams to enable effective execution.
- Regularly review performance and share insights with regional leadership.
Key Skills & Competencies
- Strong understanding of Modern On Trade dynamics (bars, clubs, lounges, hotels).
- Excellent negotiation and relationshipbuilding skills.
- Strong analytical ability and understanding of sales fundamentals.
- Execution excellence and experience managing activations.
- Ability to work crossfunctionally and influence stakeholders.
- High ownership, agility, and problemsolving mindset.
Education & Experience
- MBA/PGDM preferred (Sales/Marketing specialization).
- 58 years of sales experience, with at least 23 years in Modern Trade or On Trade channels.
- Experience in FMCG/Alcobev/Consumer Goods/Beverage industry preferred.
