Job Title Account Executive – Off-Trade
Business Unit Brew Co
Reporting Line Head of Sales, UK Off-Trade
Direct Reports N/A
Key Stakeholders In Store & Some HO Contacts Teams, Off-Trade, Marketing, Finance & Operations
Location Office & Field Based
Who We Are
Innis & Gunn is the No.1 craft Lager in Scotland and No.3 in the UK. As an independent beer company born in Scotland, Innis & Gunn never shy away from putting in the time and the effort necessary to create a different kind of beer and brand. Originality is at the core of our business; in the beers we make, in the way we make them, and in the ways we celebrate the originality of others.
Expectation of Success
The ability to strengthen relationships with Innis & Gunn’s customer base in-store operationally & at HO level. Helping to create better relationships with key contacts, whilst understanding market activity and availability via audits. Providing consistent and structured reporting from retailer data sources to inform forecasts & promotional analysis. Creating clear data updates to track weekly performance and product availability. Supporting with customer administration & processes, to assist in communicating with the customer contacts.
Role Mission
Assisting the operation and diligence of the off-trade team to inform decisions to help grow across Lager, Original, IPA, Ossian & Ltd. Editions. Play a role in pinpointing opportunities within the off-trade customer base, to deliver versus budgets, with a clear reporting cycle back into the business.
Key Deliverables
* Engage & Deliver Commercial Agreements with Third Party Operators and Specialist Stores.
* Ability to support and build relationships with retailers, wholesalers, in-store at trade shows/events.
* In-store retail audits, on pricing, availability, on-shelf planning, category planograms and competitor activity.
* Customer Data Management – handling data sets of value, volume, to report on promotional uplift & availability.
* Assisting in the management of cash flow & invoicing, price queries & processing.
* Monitoring and reporting on current sales & measuring against forecast to assist demand planning.
* Customer administrative support in promotional inputs, new line forms, necessary communications.
* Assisting in developing the brand’s digital reach across customer and across B2B ordering platforms.
* Collaborate with customers Media & Digital teams to create in-store/online, branded consumer-facing messaging.
Company Values
Originality, our own true selves.
True & independent character over reputation.
Freedom, have the courage of our conviction.
Respect, act with purpose and respect.
Self-expression, we are together.
Behavioural Competency Requirements
• Accountability & agile • Energetic & resilient
• Brand & category-focused sales approach • Being bold in face of uncertainty
• Competitive & self-motivationally driven • Clear & personable communicator
• Analytical and detail focused • Strategic and critical thinking
Functional Competency Requirements
* Analytical & inquisitive mindset to understand customers and market dynamics in detail.
* Competent use of Microsoft Office to track and measure customer all sales & promo activity.
* Understand the changing importance of digital commerce & how it develops brands.
* Ability to understand and communicate key messages to stakeholders and assist with supporting customers.
* Organisation & time management to fulfill both desk and field duties.
Knowledge Competency Requirements
* An understanding of FMCG retail, route-to-market, category data & e-commerce.
* Having a keen interest in the beer category, or other parallel categories.
* The typical challenges and nuances of a consumer goods supply chain and retail structures.
* The role of data and its importance to underpin decision making and actions.
Experience Required
* Tertiary education, preferably with study across business, finance, or economic studies.
* Full time or Internships level of exposure to Commercial, Marketing, or parallel functions.
* Fluent in Excel and data management processes.
* Full UK driving license.
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