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About the role

The City Sales Manager is responsible for growing the profitability for their segment across the Wine portfolio by providing a high level of leadership, development and coaching for Business Development Managers (BDM) within their team. Whilst develop, implement and analyse the strategy for the area of responsibility to ensure the National and state Business Plans are achieved.

Manage and leverage relevant TWE commercial and trading initiatives so as to maximise sales and marketing opportunities within a fixed expense budget.

This role will embed a ‘speed to market’ approach in customer leadership and create an environment where all business opportunities are identified and actioned with urgency.

This role will also play a key part in liaising with the local industry.

Field Sales Execution

- Be the sales manager for local province on behalf of TWE

- Work closely with the importer to achieve full year shipment target

- Work closely with the importer to develop 2rd WS network in local province,

especially in Focused cities

- Work closely with importer and key WS partner to fully developed TWE portfolio

leveraging Penfolds

- Enhance in-store execution in key regional retailers / on-premise stores

Maximise Budget Spend

- Manage all trade related spend to ensure it is maximised and creates business value,

in line with the state business plan

- Allocate resources within own team to deliver on business opportunities and create

business value

- Identify criteria, utilising insights and foresights on consumers and customers to

guide decision making on business agreements

- Establish and reinforce processes for spend management in line with corporate

governance and other legislative requirements

- Liaise and network with relevant industry bodies

- Always represent the company in a professional manner and with integrity

- Adopt a flexible approach to change, implementing new ways of doing things quickly

and effectively and supporting and leading team through change

- Oversee the management of all aspects of the sales process and team

- Provide the ongoing contact point for sales issues, whether they be internal or

external, including such issues as escalated customer queries, distribution issues, or

managing peak season demands

About you

- Hold a full A class driving licence

- Degree in Business, Commerce, or Marketing preferred

- Trade / Liquor knowledge – in particular wine industry experience will be highly

regarded

- Experience in dealing with a demanding customer base

- Strong strategic planning skills in order to develop initiatives (sales drivers) to

achieve targeted results

- Effective negotiation skills including researching and being clear of the needs of the

key stakeholders in the negotiation, and then effectively exploring alternatives and

positions to reach outcomes that gain all stakeholders acceptance.

- Experience in negotiating business agreements

- Capability to overcome customers objections and consistently gain advantage over

the competition through superior business proposals and strong persuasive selling

skills

- Strong computer skills including Excel, Outlook and Word

- Demonstrated experience in leading a successful team to achieve objectives through

skills in performance management, conflict resolution, team building and team

motivation

- Demonstrated experience in coaching others to achieve high performance

- Strong business financials understanding, analysis and application

- Strong communication and influencing skills

- Ability to understand, embrace and capitalise on change and lead others through

change

- Ability to effectively manage time and prioritise workload