Market Manager Wine Portfolio

  • Company: Estates & Wines France
  • Country / Region : Germany
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: WIE00251
  • Date of publication: 2020.11.04

Poste

Estates & Wines, the Moët Hennessy wine division, is a unique collection of prestigious wineries spread across 5 continents. Our vineyards are located on exceptional sites and are among the best terroirs of their appellation. Each of our wineries have broken new ground - by pioneering new or forgotten regions; or through innovative & distinctive winemaking techniques.

Today, Estates & Wines has the ambition to develop significantly its profit contribution through top line growth with the aim to become champion of wine quality and excellence at point of sale and to do so we are looking for Wines Ambassadors, with passion for wines and entrepreneurial spirit, to deliver Commercial excellence in our key markets.

Based in Munich and reporting to the E&W International Direction in Paris and functionally to the MH market, the Wine Development Ambassador is responsible for developing Estates & Wines Brand awareness and distribution in Germany, in alignment with the business development strategy. This role sits at the confluence of education, commerce and marketing and brings a fresh perspective to the wine mission.

 

1. SALES AND DISTRIBUTION DEVELOPMENT​

  • Define/deliver distribution objectives based on a targeted scope of retail specialists, selective On-trade, e-retail & CPS
  • Drive brand performance according to Brand Equity KPIs
  • Drive disruptive business development opportunities​
  • Visit targeted accounts to introduce/sell the brands
  • Influence brand visibility and impact in-store and spot effective activation opportunities ​
  • Establish a clear hit list of existing and "to conquer" accounts in the on trade /off trade /e retail.
  • Be supportive/help the sales teams winning or increasing #of listings within MH active accounts
  • Close and regular alignment with E&W Business Development Director about targets & strategies set

2. KEY CUSTOMER MANAGEMENT

  • Co-manage the Top wine customers to deliver commercial objectives
  • Lead and implement a customer strategy and plan that achieves the annual customer budget
  • Build relationships with key customers 
  • Deliver agreed volume, cost price, customer investment and profit targets for MHDE wine brands

3. BRAND MANAGEMENT ​

  • Develop and implement mid-term brand strategies 
  • Deliver brand marketing & communications activations
  • Ensure optimal allocation of A&P expenditure and transparent reporting
  • Close collaboration with the Trade Marketing team to develop targeted & bespoke trade activations
  • Propose launch strategies, volume and pricing policy for new products
  • Lead the emergence of brand awareness
  • Market Expert - Trends, category data, positioning of opportunity

4. EDUCATION

  • Develops internal training calendar on MHDE wine brands
  • Ensure sales team are fully equipped with up-to-date selling tools/knowledge 
  • Support sales' community with trade trainings and communication actions
  • Training, Advocacy & Development of Wine capability 

5. AMBASSADORSHIP

  • Personifies the brand
  • Contributes to/delivers inspiring brand educational plans
  • Creates strong relationship with customers/influencers
  • Develops a customer/trade influencers database and network

6. PLANNING AND EXECUTION

  • Planning of commercial strategy for E&W Portfolio
  • Forecasting/Supply Management with MHUK Supply team & Maison
  • Developing/implementing a go to market strategy

Profil

Education:

  • Wine certification (WSET 2 or 3) or Sommelier diploma. 
  • Business / Management Diplomas

 

Language: Fluent in German and English

 

Leadership requirements

  • Entrepreneurial & risk-taking mindset, acting like a brand owner, with agility and flexibility
  • Passion for wine and ability to inspire others
  • Strong thought and executional leadership
  • Ability to manage the brand with creative flair and instinctive marketing judgement
  • High cross-cultural sensitivity, curiosity, openness to the world
  • Hands-on: from building strategy to managing executional details (ex: in-store tastings)
  • Ability to establish strong relationship with key stakeholders and partners. An existing ‘wine industry" network within the market is a plus
  • Clear and adaptable communicator, at all levels of customer, influencer or internal stakeholders
  • Full alignment with MH values

 

Experience

  • Excellent commercial and/or marketing track record, with sales development / brand building experience in the wine industry
  • Exceptional wine knowledge and passion for the entire wines & spirits industry
  • Proven ability in motivating others and acting as a team player, internally (non-hierarchical relationships) and externally (trade owners/staff, influencers, partners)
  • Outstanding presentation/people hosting skills
  • Good organizational and time management skills
  • Capacity to evolve in an international environment
  • Languages: fluent in English and German, French would be beneficial but not mandatory
  • Business/University degree

 

Key Performances Indicator (not exhaustive list)

  • Market E&W P&L - NSI / MI / A&P / AM
  • Distribution Gains (incorporating wine blitzes) : # listings within targeted universe
  • # of events / trade animations
  • # internal / trade trainings (and #people trained)
  • Networking / Trade influencers (# key partnerships in trade)
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