Emma-Jane Bates

Territory Manager – Pernod Ricard NZ
Christchurch & wider South Island

• Manage and grow sales across Grocery, Retail, and On-Premise channels for the full Wine, Spirits & Champagne portfolio in a highly competitive market.
• Achieve 99% journey plan compliance while identifying growth opportunities and nurturing repeat business to expand market share.
• Ranked #1 for Grocery Coalface Results and Top 3 in Retail for 2023; nominated for Territory Manager of the Year at the 2023 Star Awards.
• Increased Retail sales by 22.8% (FY22) and 25.5% (FY23) – the highest in the South Island.
• Drove supplier share gains ahead of the market in Fine Wine & Champagne, and in key wine price segments for FY22 and FY23.
• Decreased trade spend while maintaining growth in both value and share.
• Execute NPD sell-ins and promotional programs with precision, backed by strong store execution and commercial insight.
• Authored and implemented three annual Territory Business Plans (FY21–FY26).
• Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
• Improved customer satisfaction and retention through frequent visits, timely response to inquiries, and effective problem resolution.
• Support the wider South Island team during FSM vacancy; assist in managing Queenstown and West Coast territories.
• Appointed Key User for the new NEO SFA system rollout nationally (North & South Island TMs).

Territory Manager – Villa Maria Estate
Christchurch & Canterbury Region

• Managed and promoted the full Villa Maria portfolio (Villa Maria, Esk Valley, Vidal Estate, Leftfield, Thornbury, Riverstone) across Grocery, Retail, and On-Premise channels.
• Maintained a strategic 10-call-per-day schedule, driving both new and repeat business to meet sales targets and grow market share.
• Ranked #1 Territory Manager in the South Island (FY19) across all channels and #3 nationally for On-Premise and Traditional channel growth.
• Delivered 23.4% MAT growth in On-Premise and 39.9% MAT growth in Traditional – the highest in the South Island and NZ respectively.
• Executed the successful sell-in of new products into both Grocery and Retail channels.
• Built and delivered a comprehensive FY19 Territory Business Plan.
• Identified and secured new On-Premise business in Christchurch and Canterbury through data-led analysis and strong relationship building.
• Optimised trade spend and in-store execution to maximise promotional impact and value growth.
• Developed competitive strategies to position products as the preferred choice in-market.
• Optimized sales pipeline management through diligent follow-ups on leads, resulting in higher conversion rates across the territory.
• Organized regular training sessions for team members to enhance their product knowledge and overall sales skills.

Territory Manager – Yealands Wine Group (Maternity Cover Contract)

Christchurch & Lower South Island | 2017 – 2018

• Managed sales across Grocery, Retail, and On-Premise channels for the Yealands portfolio (Peter Yealands, Babydoll, Clearwater Cove, Crossroads).
• Ranked #1 Sales Rep in the South Island (FY18); delivered 20% On-Premise sales growth, the highest in the region.
• Maintained a 10+ call-per-day schedule while securing new On-Premise accounts and driving repeat business.
• Executed new product sell-ins and built the FY18 Territory Business Plan.
• Delivered strong promotional execution and optimised trade spend to support share and value growth.
• Analysed competitor activity to develop in-store strategies and elevate brand positioning.