Draught Operational Manager

About the role

The Draught Operational Manager drives draught beer sales growth, commercial execution, outlet development and asset productivity across the assigned territory. The role owns the commercial performance of the draught channel by leading outlet acquisition, distributor management, customer relationship development, route-to-market execution and field sales team performance, working closely with Trade Marketing, Technical Services, Key Accounts and Distributors.

Key responsibilities

• Deliver monthly, quarterly and annual draught volume, revenue and market share targets.
• Identify, recruit and develop new draught outlets and business opportunities, and grow existing outlet portfolios through customer relationship management and commercial planning.
• Lead, coach and develop Draught Sales Representatives to meet individual and team targets.
• Ensure sales strategies, promotions, visibility programs and consumer activations are executed flawlessly across outlets.
• Optimize deployment of draught equipment, cooling assets, towers and branding assets with technical teams.
• Manage distributor relationships, stock availability, order fulfilment and route-to-market effectiveness.
• Monitor competitors, pricing, outlet expansion and market trends, and support trade marketing initiatives, activations, sponsorships and consumer engagement programs.
• Prepare business performance reports, monitor KPIs, manage territory budgets and provide accurate forecasting and action plans.

Required profile

• Bachelor's degree in Business Administration, Marketing, Sales, Economics, Management or a related field.
• Minimum 4-6 years of sales experience in FMCG, brewery, beverage, hospitality or related industries.
• Minimum 2 years in a supervisory, territory management or sales leadership position.
• Experience delivering commercial targets and leading field sales execution.

Required skills

• Preferred: strong understanding of FMCG sales operations, route-to-market management and commercial execution.
• Knowledge of on-trade channel management and customer relationship management principles.
• Preferred: experience managing draught beer or beverage alcohol portfolios, outlet recruitment, commercial negotiations and customer development, and leading and coaching field sales teams.