National HoReCa Manager

Efes Kazakhstan takes a leading position in the beer market of Kazakhstan. The company is a member of Efes Beer Group, which is a multinational group in the beverage industry specializing in the production and sale of beer and non-alcoholic beverages in Turkey, Eastern Europe and the CIS. Efes Kazakhstan owns two beer production plants in Almaty and Karaganda, as well as regional representative offices in Kazakhstan. We are glad to invite candidates to consider our vacancy of National HoReCa Manager.

Position purpose

The main purpose of this role is to ensure the development & management of Company’s Business in HoReCa segment that will ensure the sustained sales of the company’s products and achievement of the targeted market share in this segment. The incumbent in this role will be responsible in achieving targeted Volume and from HoReCa segment and responsible for strategically developing and nurturing relationships within the HoReCa sector. The purpose is to drive revenue growth, expand market presence, and solidify our brand's position within the HoReCa industry (sales channel).

Direct reports: 2 employees

Reporting line: to National HoReCa and On Trade Manager (vacancy), KZ.

Responsibilities:

1. Cultivate and maintain strong relationships with key national and regional HoReCa clients, to ensure effective collaboration and partnership.
2. Identify new business opportunities within the HoReCa sector and develop strategies to penetrate new markets or segments.
3. Develop and execute comprehensive business action plans aligning them with Company policies and strategies, focusing on revenue growth and market share expansion in the HoReCa industry.
4. Drive sales growth within the HoReCa channel by implementing effective sales strategies and tactics.
5. Set and achieve sales and revenue targets specific to the HoReCa channel, continually monitoring performance against KPIs:

• Sales volume targets achieved;
• Market share targets achieved;
• Channel share targets achieved;
• Brand/sku availability targets achieved.

6. Promote our products and services to HoReCa clients, highlighting their relevance and value to their businesses.

7. Collaborate with Marketing, Sales, Trade Marketing teams to develop targeted campaigns and promotional materials. Collaborate with cross-functional teams, including Logistics, SC to ensure seamless execution and delivery of products and services to HoReCa clients.

8. Negotiate contracts and agreements with HoReCa clients, ensuring mutually beneficial terms and conditions.

9. Monitor contract compliance and resolve any issues promptly.

10. Stay updated on industry trends, market dynamics, and competitors' activities within the HoReCa sector.

11. Utilize market insights to make informed decisions and adjustments to strategies.

12. Manage budgets allocated for HoReCa initiatives, optimizing resource allocation for maximum impact.

13. Ensure that products and services meet the quality standards expected by HoReCa clients, and address any quality-related concerns promptly.

14. Provide regular reports and updates on HoReCa performance, highlighting achievements, challenges, and opportunities to the senior management team.

15. Lead the development and growth of the HoReCa team, providing guidance, coaching, and support to team members to maximize their potential and contributions. Regional team/all staff with clear understanding of EFES Kazakhstan vision, mission, value and hence resulting strategic goals. Training, feedback and leadership to be provided for all reports. Work and development plans for staff in place acc. to national timings and requirements.

Requirements:

• Higher education;
• 3-5 years of sales experience on relevant positions in a well-established FMCG companies, managerial experience (team management);
• HORECA sales channel specifics knowledge and market knowledge
• English (upper-intermediate level)
• Readiness for the business trips across KZ
• Specific knowledge: Knowledge of the relevant beer market, knowledge of the specifics and legislative and regulatory framework related to sales organization, delivery of finished products, production, and advertising of alcoholic/non-alcoholic beverages. Knowledge of methods and procedures for developing forecasts and current product sales plans, as well as methods for studying product demand. Knowledge of contracts negotiation and execution. Knowledge of beer quality requirements. Knowledge of product storage and transportation norms. Understanding of beer production, marketing technology, and distribution, as well as knowledge of the company's production capabilities and facilities. Basic knowledge of accounting and financial reporting.
• Confident user of MS Office.
• Personal qualities: high level of interpersonal skills, organization and planning, results- and people orientation. Communication & negotiation, presentation skills, responsibility, analytical skills, loyalty, efficiency, ability to maintain confidentiality, rapid adaptation, and learning. The ability to take well-founded decisions, work independently and in a team. Resistance to stress, quick learning, sociability, readiness for changes.
• Advanced supervisory skills, comfort around higher management, flexibility, highly developed strategic and creative thinking.

Compensation & benefits:

• Work in a big international FMCG company with leading portfolio and blockbuster well-known brands at the high dynamics;
• Competitive salary and monthly, quarterly and annual bonus level;
• Medical insurance for employee and 2 family members;
• Corporate car, fuel card, mobile communication;
• 30 calendar days of annual vacation;
• Recognition & incentive programs;
• Corporate programs of professional training and development of employees;
• Wide range of benefits (corporate loans, additional vacations days for certain occasions, material aid, school/maternity leave support, etc.);
• Opportunities for professional and career growth.