Sales Executive

At HEINEKEN, we ignite the moments that bring us together, create bonds that are unforgettable, and brew the joy of true togetherness to make the world a better place. Our dream is to shape the future of beer and beyond to win with consumers, and we are entering an incredible next era of innovation and expansion in the beer industry.

As we reimage the future of beer with HEINEKEN’s EverGreen balanced growth strategy, we would love to have you as part of our team to bring the joy of true togetherness to our people and consumers.

An exciting opportunity has come up for a Sales Executive for On Trade (ONT).

Roles & Responsibilities

Sales Approach

• In consultation with the Area Sales Manager, develop a sales plan for the assigned ONT segment or district that supports sales volume achievements, including an understanding of the segment, district, and customer requirements.
• Establish solid relationships with outlets through customer engagement, understand customer needs, and pursue opportunities to increase sales, including at competitors’ outlets.
• Review and manage business terms and conditions, including volume incentives and trade and consumer initiatives, to support contract negotiation and optimize advertising and promotions efforts.
• Partner with Marketing and Trade Marketing to participate in advertising and promotions efforts, sell in ABPS value propositions, and prepare and present business plans to outlet owners.
• Participate in cross-functional teams to execute promotional activities and review their effectiveness in increasing sales.
• Monitor Promotion Agents during sales activities, where applicable.
• Respond promptly to inquiries and resolve questions or complaints with support from internal teams.
• Gather market intelligence about trade and competitor activities and determine appropriate countermeasures with internal colleagues.
• Maintain electronic and physical documentation of sales activities and develop reports on the customer base, potential projects, and customer satisfaction.
• Complete all sales paperwork promptly and accurately.
• Perform related duties as assigned.

In-outlet Execution

• Work with Marketing and Trade Marketing teams to execute and track below-the-line activities in assigned outlets and ensure brand strategy is followed.
• Fulfill the outlet call plan and ensure execution of the Picture of Success (PICOS) in the assigned segment or district, focusing on brand availability, affordability, and visibility.
• Maintain an organized format during each sales call, use iPad tools to execute call objectives, update outlet listings, and record market intelligence and feedback.

Job Requirements

• Minimum Diploma holder.
• English and Chinese communication skills required to communicate with Chinese-speaking clients.
• Minimum two years of sales, marketing, or customer-contact experience in a sales-related field, preferably in the FMCG industry.
• Valid driving licence and car preferred.
• Computer knowledge.
• Basic knowledge and understanding of on-premise sales practices.
• Interpersonal savvy and the ability to build appropriate rapport and effective relationships inside and outside the organization.
• Good negotiation skills to achieve win-win collaboration with customers.
• Well-organized and able to work under minimal supervision.