Senior Luxury Channel Manager

Job Summary:

The Luxury Channel Manager's overall responsibility is to lead achievement of sales objectives by ensuring optimal supply and activation of PRPI brands in the accounts assigned to him/her and consistently engage High Net Worth Individuals (HNWIs) through experiential activities and events. The incumbent will lead total channel volume achievement, lead relationships in Luxury channel considering the top 2 Luxury channel customers and high net worth individuals and their preferred moments of convivialité to determine and execute the right strategy for luxury brand exposure, generate sales from this market & consumer advocacy. He/she is also lead distribution targets, new products strategy and luxury channel specific skus and expansion of all relevant brands in all targeted outlets/channels, and to support its depletion as well. He/She will work closely with the Prestige Brand Manager, Trade Marketing head and other relevant functions in the organization to achieve sell out objectives from the key customers in the Luxury channel including channel. He will be the point person of the Channel for data of the top customers which covers sell-in, sell-out to the customers of the wholesalers, inventory, list of customers and other relevant information needed.

Key Responsibilities:

ACHIEVING COMPANY TARGETS

• Ensure sell-in and sell-out volume targets are achieved through account-specific business plans and strategy for the top Luxury customers calendar of activities hinged from the Brand and Channel strategy for the channel
• Leads total channel profitability by ensuring the Channel and Customer P&L and drives efforts to ensure delivery of the net sales targets for the channel
• Full understanding of the S&OP process and ensuring forecast accuracy for Solid Wine and Wine Century
• Ensures achievement of the sell-out target of the Luxury Channel by driving sales via HNWI sell-out programs and wholesaler loyalty programs
• Achieve the "glass in hand" objective for the Luxury channel
• Establish a database for the HNWI network
• Develop and follow an efficient calling cycle that will allow maximum coverage of his/her key KTV and reseller accounts.
• Optimize distribution and inventory in relevant accounts.
• Establish and nurture a sustainable relationship with key customers
• Collaborating with the Marketing and Trade Marketing teams, ensure visibility, cut-through and ample quantity of Last 3 Feet materials of key PRPI brands.
• Ensure that commercial and/or brand building objectives are fully leveraged in all existing contracted/supported accounts and spends are maximized
• Conduct product training with key stakeholders.
• Monitor and report key market trends and propose actions.
• Track pricing and highlight anomalies as part of the global pricing tool.
• Monitor and report Grey Market Activity (GMA) in market.
• Meet weekly/monthly reporting requirements: Competitors trade activities, KTV and reseller price surveys, depletion reports (contracted/supported outlets).
• Ensure compliance with Sustainability and Responsibility guidelines
• Leads the monitoring of the Trade Terms Agreement with relevant KTVs and Chinese wholesalers from volume build to sign-off which includes internal and external routing

ENGAGEMENT

• Establish and nurture close relationships with HNWI individuals and groups (PR), Chinese and Luxury channel wholesalers and other sub-channels like KTVs, Chinese restaurants and Chinese associations
• Seek out new leads to expand the HNWI network
• Map out, design and execute engagement and retention activities, such as but not limited to, tasting programs, private HNWI selling dinners, presentation of high-end collectible items throughout the fiscal year

CONVERSION

• Understand the ultra-premium/luxury landscape and share market intel with the commercial and marketing teams
• Convert and retain competitive drinkers

EVENT MANAGEMENT

• Organize and facilitate events for HNWI and KTVs
• Lead and mobilize the partner third party agency
• Coordinate with Brand team for complimentary requirements
• Selection and training of brand promoters

BUDGET AND CONTROLS

• Evaluates all investment activities to ensure that agreed returns are achieved.
• Follows the event mechanics and adjusts if needed to get the best possible results
• Tracks both the A&D and A&P budget spending allotted to his/her channel
• Ensures compliance to the brand and initiatives

Knowledge and Skills Requirements:

• Relevant experience and/or understanding of Premium Wine and Spirits or Luxury Industry.
• Strong persuasive and negotiation skills with the ability to easily build rapport and develop good working relationships with High-Net-Worth Individuals.
• Organized, a self-starter, trustworthy and easily motivated
• Good presentation skills.
• Positive "can-do" attitude.
• Good command of MS office. (Word, Excel, Powerpoint as a minimum)
• English, conversational Mandarin and/or Fukien languages