Senior Channel Manager - Retail & Horeca, Singapore

Our Craft

Edrington’s vision is to give more by crafting exceptional ultra-premium spirit brands. The Macallan is our central focus, supported by Highland Park and The Glenrothes in the single malt category. Our portfolio is completed with Brugal rum from the Dominican Republic, Wyoming Whiskey in the American Whiskey category and Valdespino sherry from Jerez in Spain. Edrington also has a strategic partnership with No.3 London Dry Gin.

Our principal shareholder is a charitable trust, so we were built to make a world of difference. Discover a place where values define our culture. The home of exceptional brands, where people and teams thrive. 

Our Blend of Benefits

• Annual Performance Bonus
• Annual Staff Retail Credit Allowance 
• 20 days of paid leave, plus 1 additional day of leave after every continuous service year (capped at a maximum of 5 days), in addition to normal public holidays in Singapore
• Medical insurance that covers both employees and their dependents  
• 24/7 support for you and your loved ones to counselling, life coaching and information on financial, mental, and physical wellbeing 
• Staff Purchase Discount   
• Embrace work-life harmony with 50:50 hybrid working, 26 weeks’ paid maternity, paternity and adoption leave, and up to five paid carers leave days a year 

Embrace Excellence

Reporting to the Country Manager, Singapore & Malaysia – HORECA & RETAIL Senior Channel Manager, Singapore is responsible and accountable for the Commercial Management and Customers Strategy vision, and its best-in-class execution and delivery of key commercial objectives (achievement of top line sales revenue and volume targets, gross profitability, allocation optimization) and brand presentation in the HORECA & RETAIL for the Singapore market across TEG portfolio. The HORECA & RETAIL represents 45% weight to total Trade business in Singapore, with >280 outlet business partners.

The key objective of the HORECA & RETAIL Senior Channel Manager segment development is to recruit and acquire new business partners & consumers by maximising brand and product availability through targeting the right quality of accounts and exceptional execution of relevant brand activations. Key responsibilities include developing the HORECA & RETAIL channel acceleration roadmap for TEG portfolio leading with The Macallan then with The Glenrothes, No.3 London Dry Gin. The Manager is also required to lead the channel to achieve defined business targets/KRAs, build and maintain/secure strong relationship with key business partners and inspire them to deliver best-in-class brand activations for TEG portfolio. 

Make an Impact

Channel Strategy and Performance Delivery

• Develop, manage and execute the channel strategy, communicating the channel's vision and roadmap  
• With leadership from the Country Manager, plan, establish and implement the annual sales budget (AOP), quarterly forecasts (LEs) and strategies for HORECA & RETAIL channel to meet Company targets for growth, profitability and increase/sustain TEG’s market leadership in the competition landscape
• With leadership from the Country Manager, contribute to gross-to-net revenue maximisation through effective Commercial strategies such as allocation optimisation, channel-product mix management and optimisation of selling cost/trade investments in the Modern On-Trade & HORECA segment
• Work with importers & wholesalers on alignment of allocations, target distribution and fulfilment of order deliveries to outlets BPs
• Drive best-in-class HORECA & RETAIL Distribution Segmentation and Strategic Visibility execution excellence with The Macallan as primary focus through implementation of key programmes such Spiritual Home Acquisition, strategic collaboration with key accounts to continuous elevate the salience and brand equity at Trade
• Continuously assess the addressable outlet universe (including quality of outlet distribution) to acquire and penetrate new accounts for TEG portfolio to prepare for future growth opportunities
• Ensure high quality consumer activation in terms of programme planning and implementation, in partnership with internal functions when/where relevant (Marketing and Boutique) to maximize brand impact in a cohesive and consistent manner
• Contribute and participate internal joint business planning (e.g., sales cycle meeting) and defined meetings cadence with Finance, Marketing and Supply Chain etc.
• Uphold governance and controls process for HORECA & RETAIL spend budgets e.g., T&E, selling cost management (trade investment) using the Sales Investment Tool (SIT) and SoDA adherence etc in accordance with company guidelines
• Ensure outlet contracts are managed and approved using SIT following SoDa guidance, well organised and saved in a central depository

 Leadership, People and Key Stakeholders Management  

• Responsible for all people management aspects for HORECA & RETAIL team (recruitment, performance management, people development)
• Lead, coach, develop and drive a high performing, capable HORECA & RETAIL team through strong leadership to achieve Commercial (sales and volume revenues, profit maximisation) and brand plans at Trade 
• Provide regular updates to SEAPAC Leadership Team and other relevant internal stakeholders on performance, HORECA & RETAIL landscape, consumer trends, competition activities 

Customer Relationship Management

• Establish, manage and maintain strong relationships with key business partners through periodic visits to achieve sales plan and prepare for future growth opportunities
• Build strong relationship with strategic/high visibility accounts
• Effectively negotiate outlet contracts with business partners with the aim to maximize investment ROI and optimise price support/selling cost budget

Reporting 

• Ensure timely submission/receiving of required reports from customers i.e., outlet depletion (sell-out) report, inventory report, sell-through report 
• Accountable for Sales Force and Power BI distribution data update and maintenance of data integrity for HORECA & RETAIL

Your Talent and Skills

Professional Experience

• At least 10 years B2B sales leadership or national key account management capacity in premium consumer goods segment, wine and spirits, F&B or hospitality segment with minimum 6 years people management and stakeholder management experience.

Knowledge

• Understanding of the HORECA & RETAIL dynamics of the wine and spirits landscape in Malaysia
• Understanding of the luxury/prestige consumer goods market in Malaysia
• Appreciation for wine and spirits category, and the nightlife lifestyle

Skills and Abilities

• Driven, self-motivated, proactive and positive with a can-do mindset
• Well-developed stakeholder management skills (internal/external)
• Strong negotiation, numerical and analytical skills
• Strong interpersonal, customer relation and communication skills
• Well-developed motivation and coaching skills 
• Effective time management and organization skills with attention to detail and accuracy
• Knowledge in MS Office, Sales Force or Power BI
• Proficient in written and spoken English, Mandarin Chinese and local dialects

A Place For Everyone

We’re proud of our inclusive culture – where unique experiences, ideas and perspectives are celebrated. We want everyone to feel respected and empowered to contribute to our success.

Get involved. From colleague networks like Balance, Pride and Kick-Start to inclusion allies and DE&I champions, we encourage our people to be curious, get involved and help us make change happen.