Private Client Manager

  • Company: Moët Hennessy Diageo Singapore
  • Location: Singapore
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHAP00203
  • Date of publication: 2018.11.27

Position

1. Business Development

  • To identify, develop and maintain own Private Customer list by recruiting more of such caliber customers.
  • Coordinate & develop with marketing national bespoke (high image) brand events/programmes aimed at generating interest and incremental sales opportunities from HNWIs.
  • To improve the efficiency and professionalism of managing this select group of HNWIs by Coordinating Pricing, Leading Mentoring Programme, Prioritising Product Offers & Controlling individual brands activity timelines/schedules.
  • To recommend necessary actions and implement activities to achieve business objectives.
  • To manage and improve performance of assigned sales while developing or maintaining amiable win-win relationship.

2. Sales Management

  • To achieve the following core KPIs - Brand sales target volume, Trade spend (A&P, NSI, FTT)
  • Provide timely and accurate information for the updating of ASPIRE.
  • To evaluate contracts on regular basis to drive improvement on sales efficiency.
  • To ensure collection through pro-active evaluation and management of receivables in order to achieve collection target as set by sales management.

3. Control

  • To follow internal procedures and standard policies when developing new business/deals
  • To ensure that target price levels for both trade and consumers are implemented.

4. KPIs

  • Direct Sales
  • Indirect Sales
  • Number of top influencers reached
  • Number and quality HNWI contacts nourishing CRM database
  • P&L objectives

5. Scope of responsibility in terms of territory is limited to Singapore only


Profile

  • MBA / Degree
  • Fluency in English (ideally some knowledge of Chinese)
  • Minimum 8 years commercial experience in sales, with 3 years in a mid-management role; preferably, but not necessary in the alcoholic industry in Singapore.
  • Formal training in wines and spirits
  • Experiences in High Net-Worth Banking or Luxury industry will be advantageous
  • A thorough understanding of the Singapore liquor and luxury goods industry from both a customer and supplier perspective - must be customer focused and consumer savvy.
  • In-depth knowledge of liquor consumption trends, habits and preferences of local consumers.
  • A high level of commercial awareness and an instinct for exploiting profit opportunities.
  • Full working knowledge of the company's corporate policies and procedures.
  • An appreciation of the critical necessity to act as a team, and the ability to motivate and obtain team consensus in achieving the agreed objectives.
  • An exemplary communicator, capable of presenting confidently, effectively and knowledgeably.
  • Full understanding of modern selling and training techniques.
  • Ability to work under pressure and to adhere to strict deadlines.
  • Strict attention to detail.
  • A sound grasp of financial management. P&L responsible.
  • Strong affinity with luxury (cars, watches, yachts, wines, fashion, etc.)
  • Formal selling, negotiation and presentation skills.
  • Good PC skills.
  • Good networking, influencing, and communication skills.
  • Possess excellent analytical and interpretative skills.
  • Possess strong leadership skills and a good understanding of people management - able to work with a disciplined approach to the management of people and standards.
  • Highly motivated individual-energetic, enthusiastic and with a positive attitude.
  • Good interpersonal skills.
  • Self-confident and a self-starter.
  • Outgoing personality.
  • A high degree of personal presence.
  • Be able to communicate well and project subject knowledge with confidence-to a variety of levels-both internally and externally.
  • Street-smart with excellent trade feel.
  • Cross-culturally sensitive.
  • Good organiser and able to plan and prioritise well.
  • Creative problem solver.
  • Ability to work under pressure and adhere strictly to deadlines.
  • Team player.
  • Change and results orientated.
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