Distributor Partner Manager
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POST DATE 8/25/2016
END DATE 10/14/2016
Red Bull North America
New York, NY
JOB DESCRIPTIONThe Distributor Partner Manager (DPM) is responsible for the relationship with the distributor and owns joint business planning and market execution. Their main priorities include developing annual business plans, driving Red Bull initiatives, aligning, setting and tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs) by promoting thought leadership management systems. Key responsibilities include: communicating strategic priorities; ensuring implementation of merchandising standards; tracking and measuring KPI execution; monitoring sales/POS progress against business plans; and coaching DPs to execute with excellence. This DPM, based in the tri-state area, will be responsible for the leadership, execution, and management of our largest Distributor Partner in the world. At 5.6MM cases and over $180MM in revenue, they represent an important strategic partner of ours in this Region, the East Business Unit, and Nationally.
AREAS THAT PLAY TO YOUR STRENGTHS
(ALL THE RESPONSIBILITIES WE\'LL TRUST YOU WITH)
* Location New York, New York, United States
* Schedule Full-time
* Organisation Red Bull North America
RBNA S STRATEGY, SELLING PROCESS, MERCHANDISING STANDARDS, AND KEY ACCOUNT PROGRAMS
Coordinates meetings with DPs to explain and implement Red Bull business strategies and initiatives, including MPR, QBR and Business Plan
Develops communication process to ensure proper alignment and understanding of strategies and goals
Implements management controls systems to track and benchmark DPs against key initiatives/goals
Ensures DPs fully understand and execute RBNA merchandising standards consistent with Headquarter Sales Group (HQSG) guidelines
Assists in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow, SKU priorities by channel, ABCDx segmentation, display merchandising, pricing, etc.)
Establishes set communication schedule to discuss upcoming and ongoing Key Account Programs
Implements process for late notice or emergency programs to ensure rapid communication and execution
Ensures DPs implement tracking system to gauge execution effectiveness
Develops with the DPs the annual business plans with regards to organization requirements, distribution, volume, investments, and KPIs
Secures agreement on necessary subjects and implements monthly scorecard to review progress (distribution buildup by month/channel, organization build-up by month/channel, sales forecast by month/channel).
Consistently communicates with ownership and top management to guarantee alignment Establishes POS allocation by distributor
Coordinates with Business Unit (BU) office personnel to issue ongoing updates against allocation
Keeps DP abreast of any new POS items and applicable allocation/timing
Develops organization model with DP and gains commitment against specific personnel structure to drive Business Plan
Maintains strong working knowledge of all Red Bull and Distributor systems (Workbench and Collaboration digital work space, MSA, RAS, SAP, Nielsen, etc).
Has a robust routine to ensure program compliance including VIP, display programs and Winning with Walmart comac activity.
Develops knowledge of key account systems and how they relate to DP (i.e. Walmart Shiloh)
Understand, analyze, and present MPR (Monthly Plan and Review meetings) on a monthly basis with DP RBNA team
Proactively uses Out-of-Stock analysis to ensure proper merchandising personnel is in place
Holds DPs accountable for data submission into MSA to ensure accurate and timely information
Analyzes monthly reports to find largest areas of opportunity for DP, and uses those insights to guide DP to up-level market conditions
DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT
Has thorough working knowledge of distributor s internal systems and structure
Understands distributor s hierarchy and has relationship from the top-down (from owner to sales representatives)
Clear understanding of the person responsible and accountable for tasks or programs within distributorship
Working knowledge of routing procedures and able to suggest better route to market and/or manpower needs based on distribution and account frequency
Knowledgeable on reps and area managers pay structure in order to program and hold accountable
Ability to communicate and share best practices from other DP on structure accountability systems
Manage route account software communication and projects with both RBNA, DP, and MSA.
Execute RBNA DP excellence programs DP Evolution, Retailer satisfaction, Earn Your Wings, and Pay for Performance
Share and enforce guidelines with regards to RBNA s inventory policy
Provide on-going feedback relative to DP performance against objectives and KPIs
Develops working knowledge of geographic and demographic areas in assigned geography
Develops expertise with regards to product competition and distributor competition in respective area
Spends 1-2 days per week in the trade with DPs.
Communicates regularly and works effectively with all BU sales team (On-Premise, Key Accounts, Non-Traditional) and marketing people to secure full alignment of the BU goals with the DP
YOUR EXPERIENCE INCLUDES:
(PROVEN PERFORMANCE IN)
* Outstanding sales experience and track record in Consumer Goods industry (Beverage Preferred), 5+ years * Distributor and Supplier experience preferred * Entrepreneurial, solution-oriented, strategic mindset to take initiative and consult with DP in joint business planning is a must * Strong analytical and financial acumen to understand and manage back end financial planning systems * 4+ years experience displaying dynamic leadership skills to manage and motivate third party sales teams preferred * Demonstrates excellence in sales with the ability to teach, develop, and coach others on selling skills * Excellent negotiator and influencer * Clear and proven ability to develop and implement successful sales and trade marketing strategies * Excellent communication skills, including presentation and training ability * Must be extremely proficient in Microsoft Excel and PowerPoint * Valid Driver s License
Bachelor s Degree required, Masters of Business Administration preferred
Fluent in English, additional language skills an advantage
Red Bull North America is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, age, or any other classification protected by Federal, state, or local law.