Title:  Regional Business Manager North America & Caribbean

We Go Places! How about you?

Job Grade: 20

Legal Entity: Heineken Beverages International South Americas
Location: North America
Function: Commerce
Sub Function: Sales
Type of Contract: Permanent 
 

The key focus of the role is to drive the Heineken Beverage International South Americas export portfolio of products through the growth and development of our North American region along with strengthening our existing business relationships and opening new business.

Accountability

Strategic and Financial Results:

• Drive and achieve strategic company goals in the region.
• Financial focus will be to achieve set Revenue, margin, volume and distribution targets.
• Distribution and sales targeted.

Operational Results:

• Achieve Operational Results by executing sales processes and business development.
• Business to be developed, distributed expanded and rotation increased Canadian monopoly and US retail and Ontrade channels.
• Portfolio shall be focussed on the export’s portfolio of Wine, Spirits, Ciders, RTDs.
• Operational Excellence and sales force effectiveness are implemented throughout the region.
• Develop and establish brands in new channels and research and appoint appropriate RTM structure in targeted markets.
• Develop, oversee and implement appropriate consumer and trade marketing and visibility campaigns for key brands to increase rotation.
• Conduct training and development on key brands and development of sales arguments for key customers.
• Drive the expansion of HBI portfolio (wines, spirits and RTDs).

Relational Results:

• Customer and Relationship driven with an ability to build a long-term sustainable relationships with agents, retailers and other stakeholders in the business.
• Professional communication, behaviour and actions resulting in a high level of credibility, trust and respect amongst all stakeholders.
• Innovation.
• Contribute to problem solving, innovation and continuous business improvement.

Effective Leadership:

• Leadership behaviour reflecting Company values, corporate governance and team orientation.
• Self-motivated and team player. Providing feedback to team and internal customers on areas for improvement on efficiencies, competition activities or any burning issue requiring quick solutions.
• Plan, Organise & Control Sales and Marketing Strategies in support of corporate and channel objectives.
• Must be competent in setting clear goals and planning sales activities whilst evaluating success at all times.
• Ensure adherence of company policies, systems and practices.

Requirements

Experience:

• Minimum 10 years’ experience in FMCG (combined experience in a Marketing, Business or Sales environment); preferably in wines & spirits area.
• Demonstrable experience in dealing with the monopolies and retail markets will be an advantage.
• Experience or currently working in these regions and thus excellent knowledge of structure and operators in these markets and existing relationships within this area.
• Relevant tertiary qualification is essential.
• Clear and demonstrable experience in working in a marketing/sales and business development arena.
• Ability to negotiate and interact on all levels.
• Ability to work on own initiative – A confident ‘self-starter’.
• Ability to work under pressure and to tight deadlines and ability to prioritize own workload.
• Excellent interpersonal skills with good written and verbal communication skills.
• Excellent Team working skills.
• Fully developed IT skills, including a high level of proficiency in Word, Excel, PowerPoint and Outlook.
• Experience of producing accurate and professional documents, proposals and reports.
• Ability to maintain strict confidentiality.
• Excellent planning and organizational skills.
• Enthusiastic, driven, energetic and passionate.

Functional Competencies:

• Commerciality (ability to interpret financial information to drive profitability).
• High mobility & flexibility.
• Strategic thinking.
• Ability to present portfolio tastings and presentations to a wide variety of audiences.
• Ability to build and maintain strong relationships with internal as well as external stakeholders.
• Ability to negotiate contracts.
• Ability to influence relevant stakeholders to achieve HBI objectives (Marketing, Sales teams, customers, logistics etc.).
• Ability to identify opportunities for growth using trend analysis.
• Exceptional communication skills (manage up and down).

Behavioural Competencies:

• Lead Self - have reilience, personal effectiveness and live by the organisation's values. 
• Thinking and Innovation- able to make informed decisons, adapt to change and have buisness insights. 
• Relationship- build relationships and networks 
• Management- implement action and drive results.  
• Leadership- lead change, growth and teams.  

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.