Senior Sales Officer (Modern On Trade)

Asia Pacific Breweries (Singapore) Pte Ltd; Singapore; On-site; SGD 45,000 - 70,000; Full time

Job summary

A leading company in the FMCG sector seeks a Senior Sales Officer to achieve sales targets and develop customer relationships within Singapore. The role involves strategic planning, negotiations, and in-outlet execution of marketing strategies to drive market share and sales volume.

Qualifications

• Minimum GCE 'O' Levels and basic knowledge of sales practices.
• 2 years experience in sales or customer-contact role, preferable in FMCG.
• Valid driving license/car preferred.

Responsibilities

• Achieve sales targets through execution of the Picture of Success (PICOS) methodology.
• Develop relationships with outlet owners to increase sales.
• Monitor promotional activities and market intelligence.

Skills

Communication Skills

Negotiation Skills

Interpersonal Savviness

Education

GCE ‘O’ Levels

Tools

IPAD system

Job description

Role Description:

The Senior Sales Officer is responsible for the achievement of sales target through execution of the Picture of Success (PICOS) methodology and develop relationship and sell into new and existing customers. He / She represents the APBS brands of beer and shall focus on growing volume within the assigned customer base to drive market share.

Sales Approach

• In consultation with the Area Sales Manager, develop sales plan for the assigned segment/district that will support sales volume and achievements. The plan shall include good understanding of the segment/district as well as customers’ requirement to ensure win-win collaboration.

• Establish solid relationship with outlet owners through customer engagement, understanding of customers’ need and explore and pursue opportunities to increase sales. For competitors’ outlets, look for opportunities to convert them into APBS customers.

• Review and manage business terms and conditions (including volume incentive offers) to ensure successful contract negotiation and optimisation of Advertising & Promotions efforts. Be sensitive to cost and profitability.

• Partner and participate in Advertising & Promotions efforts to sell in value proposition(s) of ABPS and to be able to present these in context to address customer needs. Prepare and present business plan and review monthly/quarterly with outlet owners to help improve business.

• Participate in cross-functional teams to execute promotional activities in outlets and review their effectiveness in increasing sales. Monitor the work of Promotion Agents during sales activities, i.e. roving, if available.

• Ensure prompt response to inquiries and resolution of questions and/or complaints; work with internal teams to ensure customer requirements are appropriately defined and addressed.

• Be on the ground and gather market intelligence with regards to competitors’ activities with internal colleagues and determine appropriate counter measures.

• Maintain documentation, both electronic and physical, of sales activities in order to facilitate appropriate reporting; develop appropriate reports on customer base, potential projects and general customer satisfaction.

• Complete all sales paperwork promptly and accurately.

• Perform related duties as assigned.

In-outlet Execution

• Work with Marketing team to execute and track progress of BTL activities in the assigned outlets. Ensure Brand strategy is followed.

• Fulfill outlet call-plan and ensure execution of Picture of Success (PICOS) in the assigned segment/district. PICOS implementation shall focus on the availability, affordability and visibility of our brands of beer.

• Maintain an organised format during each sales call, covering all important topics; effectively use IPAD system as a tool to execute call objectives, update outlet listing, market intelligence/feedback, etc.

Job Requirements:

• Minimum GCE ‘O’ Levels and understand local language, English & Chinese communication skills required

• Minimum 2 year sales, marketing or customer-contact experience in a sales-related field, preferably in the FMCG industry

• Valid driving license/car preferred

• Computer knowledge Skills

• Basic knowledge and understanding of on-premise sales practices

• Interpersonal savviness - inside and outside the organization, builds appropriate rapport and effective relationships

• Good negotiation skills – skillfully negotiate with customers to ensure win-win collaboration

• Well-organised and ability to work under minimal supervision