Purpose of Role

The Merchandiser will be the main point of contact for all stores in an assigned territory. They will build key relationships within each account, ensure in-stock conditions, and execute all planner, programming, and promotional activities. Significant focus on selling incremental programming and displays at all stores within the assigned territory.

Working in a small team, collaboratively, with team-members across major grocery chains, the merchandiser is ultimately responsible for executing local retail chain programming and promotional activities, driving relevant TWE and Customers business needs to achieve territory sales targets.

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.  

The role will assist in driving TWE to meet and exceed our sales growth targets by providing guidance and management of ongoing sales, trade channel strategies and distribution performance.

Key Responsibilities/ Accountabilities:

Field Sales Execution

1. Drive segment volume and profit targets by ensuring, the effective and timely execution of the Retail Business Plans

2. Ensure in field execution plans are effectively interpreted and executed within each Retail chain

3. Monitor and contribute to the development of tactics and strategies aimed at responding to competitor activity

4. Monitor and analyse the effectiveness of promotions, capturing information and proactively feeding back to the Retail Sales management team

5. Achieve volume, revenue and profit results with Retail accounts through execution of in field plans, recognising the importance of maintaining ongoing business relationships with Store Managers that encourages long term business growth and sustainable business relationships

6. Actively manage all facets of TWE wine portfolio within Retail accounts - Sparkling, Red, White

7. Negotiate and drive business agreements within Retail stores aimed at growing EBIT and build brand equity.

8. Participate in internal monthly Retail reviews to track agreed performance objectives; identifying where corrective action should take place

9. Monitor and feedback trading term and campaign compliance.

10. Proactively work with TWE Promoter team to meet agreed targets

What are the key decisions made in this role?

1. Prioritising customers for resource allocation and trade spend

2. Work with Retail Sales Manager and Trade Marketing to develop tactics in response to competitor activity

3. Work with Retail Sales Manager and Trade Marketing & Planning develop promotional programs

4. Advice on effectiveness of pricing and promotion strategy

What are the key challenges faced by this role in meeting goals/objectives?

1. Managing the chain of activity from opportunity identification to execution within the segment

2. Developing and maintaining relationships with growth partners

3. Constantly ensuring that own knowledge of market place is up to date, and therefore be in a position to contribute to proactive changes ahead of the competitors

4. Operating in a highly competitive environment, which is heavily margin driven and across multi beverage categories

5. Ensuring the Sales Execution principles are actively executed.

6. Execution of Key Sales Drivers to ensure Business Plan is met

7. The need to work varied work hours

Experience, Competencies & Skills:

1. Trade / Liquor knowledge – in particular wine industry experience will be highly regarded

2. Proven sales/marketing experience – Ambassador, Merchandiser or Sales Representative preferred

3. Experience in dealing with a demanding customer base

4. Experience in negotiating business agreements

5. Capability to overcome customers objections and consistently gain advantage over the competition through superior business proposals and strong persuasive selling skills

6. Ability to influence key stakeholders, creating value and insights, using data to present stories to drive key decisions

7. Strong business financials understanding, analysis and application

8. Strong communication and influencing skills

9. Ability to effectively manage time and prioritise workload

10. Strong computer skills including Excel, Outlook and Word

11. Fluent in Cantonese and English

Treasury Wine Estates is a global wine company of remarkable history, exceptional market leading brands and an exciting creative culture. We are consumer focused and we are on a journey to be the 'World's Most Celebrated Wine Company'. Our world renowned brands include Penfolds, Wolf Blass, Rosemount, Wynns, Lindeman's, and Coldstream Hills.