Distributor Manager- Houston

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POST DATE 9/12/2016
END DATE 12/7/2016

DiversityWorking Dallas, TX

Dallas, TX
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #


External Job TitleDistributor Manager- Houston
* AutoReqId
* 52631BR
* Function
* Sales
* Type of Job
* Employee
* Country
* United States
* Town/City
* Dallas
* North America State/Province
* Texas
* External Job Description
* Distributor Manager-HoustonDecision Making/Financial Responsibility:
Management of 1-8 wholesalers with interaction and strong relationship building with owner/senior management through to the sales reps. Responsible for anywhere b/t 300k-900k cases. Deliver agreed upon ABP depletion targets. Meet monthly and quarterly execution targets. Deliver shipments to contractual DSI obligations. Manage trade other and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develops and id's sales forecasts/budgets through previous experiences and agreed forecasting techniques.Management Responsibility:
Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews etcTime in trade on work-with's with the wholesaler - principle to sales rep level. Wholesaler management in person & via phone ensuring follow up and regular wholesaler conversations re:
performance/programming/issues as needed.Financial/Business/Team admin - T&E, wholesaler invoices, budget reconciliation, performance review. Must max distribution opps to ensure performance goals are attained. Must understand and apply New Ways of Working to dynamics of customer mgmnt business, incl:
channel dynamics. C-store, grocery, club store, independents, and on-premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.Must discern prices diffs re wholesaler/retailer margins.Must drive performance through understanding and app of QDVP3.Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives. Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependenciesKey Outputs/DeliverablesAnalyze and plan wholesaler business- monthly, quarterly, and annuallyDevelop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf mgmnt, and quality measures (QDVP3)Create and implement incentives to motivate wholesalers to execute against the key sales drivers by brandPlan and manage investment (Beer & PABs)Plan and execute kick-off meetings for new innovation and programming initiatives throughout the yearNegotiate and price structure with wholesaler to ensure pricing strategiesAnalyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.Exp:
Undergrad degree required. MBA preferred. Must have 3+ years of market development and selling experience.Knowledge:
Wholesaler mgmnt; consumer need states; retail sales in chain grocery, indep liquor and on-premise; thorough understanding of wholesaler operations; designing and executing radio merchandising activities; proven supervisory skills. Must know Diageo Products/history. Thorough understanding of 'New Ways of Working;' as well as competitive activity, market information, and quality standards. Uses and executes metrics to measure performance Scorecard. Skills:
Persuasive selling, problem solving; planning/organizing; proficiency in MS office; financial acumen; excellent written/verbal communication; extremely positive; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented. Understands and applies interdependencies across functions. .