Mission 

He /she will be responsible leading the development of our Wines & Spirits Business in Western European Countries, one of the key regions in Osborne International, reporting to Director EMEA W&S

PROFESSIONAL EXPERIENCE

At least 15 yrs experience , of which min. 8 years of commercial experience as an Area Manager of several of key markets in Europe, managing Importers, highly preferably in the Spirits industry.

LOCATION

In a hub city/area with short access to major airport, in Spain or in a centric European Country.

LANGUAGES

• Excellent negotiating skills in ENGLISH.
• Highly desirable: Spanish . reason: communication with departments in Spaiun, and for possible future career development in the mainly Spanish speaking HQ)

RESPONSIBILITIES

• Areas: Italy , Portugal, Benelux, UK , Scandinavia: Managing the Importers in the area of responsibility, with focus on the key markets
• Primary role is to meet the area budget within the context of the long-term plan for the area.
• RTM / He/She will have main areas of responsibility:
  • Develop & Implement Brand and sales strategies of Osborne, with prime focus on Gin Nordés, secondarily on other Premium Spirits such as Carlos I, Gold Gin etc. (and premium Rioja and Sherry wines)
  • managing Importers / Clients in the markets
  • managing and developing the team (2 ) in the key market Italy
  • managing relations with Osborne HQ departments in Spain: Trade Marketing, Finance , Customer Service etc
• General Market:
  • Monitor the evolution of the area markets, assessing opportunities
  • Recommend opportunities in underdeveloped but potential markets
• Clients & Importers:
  • Negotiate with Importers (GM, heads of Sales and Marketing)
  • Support and develop our brands with our importers
  • Rigorously establish and implement KPIs. with thorough analysis / follow up. Distribution, Depletions, Consumer data (Circana, Nielsen etc.)
  • Develop good contacts with the channels (customers of Importers)
  • support the Importer in negotiations, listings, promotions, etc. Monitor its evolution and define priority clients.
  • Coordinate Importers and Osborne Int.Trade MK dept. to implement POSM and brand activations
• Regularly meet the key clients of our Importers, establishing relationships , to gain In-depth knowledge of the channels
• Maintain / Develop a very good network of contactswith other Importers , gaining market intelligence and constantly assessing Strengths & Weaknesses of current importer, for areas of improvement and monitoring them.
• Activations : Actively collaborate and “push” distributor to develop and properly implement consumer promotions that ensure awareness, trial, and rotation of our brands
• Pricing: Constantly monitor pricing value chains from EXW to consumer pricing. Recommend the Osborne portfolio pricing strategy in the area markets, taking into account aspects such as the competitive landscape, our product image, elasticity, European cross border pricing strategy, and required profitability.
• Regularly accompany Importers´ sales people in Retail and Bar On Trade to gain in depth market knowledge and conversations with clients of Importers
• Participate in relevant trade shows for our products, organizing (with the support of Trade Marketing and the local importer) our active and visible presence

HARD SKILLS

• RTM / Importer Management: In-depth knowledge of how importers and distributors operate in each market (key players).
• In-depth knowledge of the W&S categories and channels and brand building (of premium spirits)
  • Positioning strategies in a highly competitive market.
  • Brand Activation and Experience Strategy: Experience enabling dynamics (cocktail bars, clubs, retailers, restaurants).
  • PoC Execution: Ability to test new distribution strategies, brand activation, and/or partnerships with bartenders/chefs in controlled environments before investing on a large scale.
• Establish and monitor key business KPIs and metrics.
• Market Share Expansion: Ability to develop new geographies and strengthen existing markets.
• P&L Management, Pricing & Revenue Management, Costing, Margin, profitability, and pricing adjustments based on brand perception.

SOFT SKILLS

• Aggressive but strategic sales mindset: Growth doesn't happen on its own; you have to gain space in key channels.
• Networking & Industry Relationships: Ability to connect with key distributors (and bartenders, brand ambassadors).
• Negotiation skills with top management of W&S Importers
• Proactivity
• Communication and leadership skills in decentralized structures: Managing remote teams, external partners, and internal areas.
• Adaptability and cultural awareness: W&S markets and consumers are very diverse.
• Problem-solving skills
• Working under Pressure and time management skills