Distribution Partner Manager - Liquor | Inland South
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.
Areas that play to your strengths
All the responsibilities we'll trust you with:
- Assign sales, distribution, execution etc. targets to RTM Partner & redistributors based on business targets and set up regular meetings to review
- Regular Trade Visits with 3rd party sales & merchandising agency to coach teams and unlock distribution and execution opportunities
- Analyse the opportunities in the region, take proper action and implement as needed
- Create strong knowledge of and personal relationships with the top wholesalers & redistributors
- Build winning initiatives to drive reach, sales targets, and our execution in all channels, including Indirect via WHS
- Ensures customers fully understand and execute Red Bull execution / merchandising standards
- Implement systems to track and benchmark wholesalers & redistributors against key initiatives/goals
- Plan and Execute incentive programs in line with company targets to keep sales representatives focused and motivated
- Be a credible beverage business consultant to customers and act as a category captain by presenting category and Red Bull Potential.
- Develop business plans by customer 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 assigned budgets where applicable (Examples: incentive budgets, free goods budget, POS budget and in some cases regional account budgets).
- Maintains strong working knowledge of all relevant Red Bull systems.
- Proactively uses available reports to maximize on all opportunities including competitor intelligence.
- 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 and marketing teams to secure full alignment of the sales goals with the DP
- Close and frequent collaboration with OnP KAM, Finance and Ops teams
- Manage risk by taking alternative precautions with a proactive approach by determining the risks that would hamper Red Bull business
- Close alignment of pricing and promotions with all necessary key stakeholders (MD, Off Premise, On Premise and Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability
Your areas of knowledge and expertise
that matter most for this role:
- Outstanding sales experience and track record in FMCG +5 years (Distributor and Customer Management experience preferred)
- Tertiary qualification preferred
- Successful track record in team management and leadership
- Experience with basic administrative programs, Windows, Word, PowerPoint, Excel
- Local market / geographical knowledge beneficial
- Key Account experience (an Advantage)
- Proactive, with a flair for continuous improvement
- Able to be flexible & to embrace change
- Strong communications skills (verbal and written)
- Excellent problem-solving skills
- Self-starter with initiative & attention to detail
- Well organised & able to handle multiple priorities in a relaxed manner
- Able to see tasks through from inception to completion
- Professional, focused, responsible & passionate approach to work.
- Travel 90-100%
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