Company Description
This role is a volume driver! Working closely with the assigned portfolio of Distribution Partners - you will develop and negotiate annual business plans that achieve growth and drive Red Bull initiatives. You will also track the Distribution Partners' performance against our strategy and priorities, ultimately achieving an increase in Distribution, Execution and Volume.
On this position, you will continuously drive maximum outlet coverage in the Off Premise channels in order to maximize sales and volume whilst establishing strong relationships with the Distribution Partners. You will be responsible to drive the strategy that needs to be profitable and efficient, ensuring continuous development of our brand in the Off Premise channels.
The Distributor Partner Manager is an indispensable value-added partner ensuring full alignment and focus to guide execution. This is a field-based role.
If you love ownership, accountability and influence, then this is the role for you.
Job Description
DISTRIBUTOR MANAGEMENT
- Coordinate regular meetings with distribution partner’s teams in order to communicate company strategy and priorities, review business KPI’s, discuss opportunities and threats in the region, run trainings and update sales teams
- Assign sales, distribution, execution etc. targets to DPs based on business targets (and relevant teams) and follow up these targets regularly
- Provide execution trainings, on-the-job trainings and coaching to DP and their teams
- Regular Trade Visits with DP Field teams to coach DP sales team and unlock distribution and execution opportunities
- Analyze the opportunities in the region, take proper action and implement as needed
- Ensures DPs fully understand and execute Red Bull execution / merchandising standards
- Implements systems to track and benchmark DPs against key initiatives/goals
- Plan and Execute incentive programs in line with company targets in order to keep sales representatives focused and motivated
- Be a credible beverage business consultant to DPs and customers and act as a category captain by presenting category and Red Bull Potential
DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT
- Thorough working knowledge of distributors internal systems and structure
- Understands distributor’s hierarchy and has relationship from the top down (Owner to Managers)
- Clear understanding of the person responsible and accountable for tasks or programs within DP
BUSINESS PLANNING
- Develop with assigned DPs the annual business plans (bottom up) with regards to organization requirements, distribution, volume, investments, and KPIs
- Secures agreement on necessary subjects (distribution build-up by month/channel, sales forecast by SKU/ month/channel/ segments…)
- Establishes POS allocation by distributor
- Coordinates with relevant stakeholders to issue on-going updates against allocation
BUSINESS INTELLIGENCE
- Maintains strong working knowledge of all relevant Red Bull systems
- Proactively uses available reports to maximize on all opportunities including competitor intelligence
- Holds DPs accountable for data submission into RB systems to ensure accurate and timely information
OTHER RESPONSIBILITIES
- Share and enforce guidelines with regards to Red Bull’s inventory policy
- Develops working knowledge of geographic and demographic areas in assigned geography
- Ensure a sustainable Go to Market (GTM) strategy and structure in assigned geography
- Develops expertise with regards to product competition and distributor competition in respective area
- Communicates regularly and works effectively with all internal sales team (Off-Premise Key Accounts) and marketing teams to secure full alignment of the sales goals with the DP
- Manage Risk by taking alternative precautions with a proactive approach by determining the risks that would hamper Red Bull business
- Represent Red Bull brand and values in the best way, including appearance, attitude and behavior
Qualifications
Strong field sales experience and track record in Consumer Goods industry (Beverage preferred)
5+ years (Distributor and Supplier experience preferred)
Successful track record in team management and leadership
Proficient with Excel and PowerPoint
Hands on geographical knowledge of the local market