Company Description
The Distribution Partner Manager’s main priority is representing and managing the Red Bull business with our assigned RTM Partner. Secondary to that is managing the redistributors in the network by developing and agreeing annual business plans, achieving growth, driving Red Bull initiatives, and tracking Key Performance Indicators (KPIs) in line with the company strategy and priorities which lead to an increase in Distribution, Execution and Volume.
Job Description
Analyze Data
- Analyze geographic areas to understand outlet and sales opportunity within identified areas through trade visits
- Use depletion data to identify opportunities in market and drive sales team to close the gaps
Business Planning
- Develop annual Regional Business Plan in close coordination with Head of Direct Distribution for winning in the Independent trade.
- Target to increase and deepen Red Bulls footprint in Independent Urban & Rural channels.
- Co-Develop Business Plans by DP to deliver on all relevant RBZA strategic initiatives including; Volume, Horizontal & Vertical Distribution, Execution and Information exchange (Depletion Data). Ensure the plan is aligned to overall RBZA plan.
- Manage and secure sufficient POS stock and handling as well as ROI calculations on any initiatives implemented into trade.
Sales and 3rd party Distribution Management
- Define routines and call cycles for managing the operations in a professional / sustainable way, in line with routines matrix set out by HOD: Direct.
- Do monthly business reviews with DP in line with business plan & Commercial Annex.
- Define and track the DP KPIs (broken down from overall sales targets):
- Volume Sales, Distribution Numeric & Weighted and Price Compliance, Perfect Store Execution, Promotional Execution.
- Support DP in achieving set targets through:
- Training the DP sales force on Red Bull perfect store standards and execution of those
- Leading DP sales force by personal example and hand-on approach
- Quantification of opportunity identified in data analyzing to conceptually sell new concepts to partners.
- Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing. The latter being a critical part of the role.
- Prepare and lead monthly reviews with the DP regional team
- Generate best practices and multiply throughout covered channels.
- Fuel DP sales force passion for Red Bull through recognition and reward programs.
Trade Visits
- Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing. The latter being a critical part of the role.
- Conceptual selling of the quantified opportunity in a mature and professional manner to ensure buy-in (convinced) and motivated Partners
- Track execution via our Partners field force
Budget Management
- Manage the budget that is allocated to commercial initiatives, sales force initiatives, and below-the-line marketing initiatives linked to the DP and Red Bull Partnership.
Qualifications
Bachelor’s Degree preferred
Valid driving license
Proven Track Record of 3rd party management in FMCG sector
>5 years sales experience in FMCG sector.
Sales Team Leadership Experience
Successful track record in managing sales force (distribution partner preferred) within all Trade channels
Business Experience in Regional Accounts - Independent trade
Key Account experience (an Advantage)
Leadership, Motivation and Team Skills.
Clear understanding of market, sales & distribution within South Africa
Clear understanding of market structure and common practice / ways of how business is done
Excellent negotiator and influencer (strong interpersonal skill)
Strong analytical ability and commercial acumen to understand financial statements and market trends
Able to work independently with responsibility, being organized, result driven and solution orientated
Able to develop business strategies and break them down into actions
Excellent in all MS Office programs (Word, Excel, Power Point, etc.) Excel and Power Point abilities should be strong
Management reporting and budget control.
Strong presentation skills
80% of time in field and 20% of time spent on analysing, planning, building case studies and conceptual selling decks and reporting.
Additional Information
This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.