Company Description
When Red Bull was founded in Austria in the mid 1980s, it marked the launch of not only a new product but also a unique marketing concept. The first can of Red Bull was sold in Austria in 1987, creating a whole new product category – Energy Drinks.
Today, Red Bull operates in over 175 countries, selling over 11.5 billion cans annually and growing! Above all, our people remain the essential ingredient in bringing the Red Bull brand to life. In Austria more than 2,000 individuals, representing over 60 different nationalities, work together to grow the brand and deliver great products and experiences by Giving Wiiings to People and Ideas.
Job Description
PURPOSE OF THE JOB:
The Distributor Partner Manager's (DPM)
main priority is developing annual business plans, driving Red Bull initiatives, and tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs).
Key responsibilities include: communicating strategic priorities; driving and managing key RB initiatives; ensuring implementation of merchandising standards; developing systems to track and measure KPI execution; monitoring sales/POS progress against business plans; and coaching DP to produce execution excellence.
Qualifications
KEY RESPONSIBILITIES
1. RB`s Strategy, Merchandising Standards:
- Coordinates meetings with DPs to explain and implement Red Bull business strategies and initiatives
- Develops communication process to ensure proper alignment and understanding of strategies and goals
- Implements systems to track and benchmark DPs against key initiatives/goals
- Ensures DPs fully understand and execute RB merchandising standards
- Assists in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow,
sku priorities by channel, display merchandising, pricing, etc.)
- Establishes set communication schedule to discuss upcoming and on going Key Account Programs
- Implements process for late notice or emergency programs to ensure rapid communication and execution
- Ensures DPs implement tracking system to gage execution effectiveness
2. Business Plan:
- 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 build-up 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 office personnel to issue on-going 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
3. Business Intelligence:
- Maintains strong working knowledge of all relevant Red Bull systems
- Develops knowledge of key account systems and how they relate to DP
- Proactively uses Out-of-Stock analysis to ensure proper merchandising personnel is in place
- Holds DPs accountable for data submission into RB systems to ensure accurate and timely information
4. 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 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 manager's pay structure in order to program and hold accountable
- Ability to communicate and share best practices from other DP on structure accountability systems
5. Misc.:
- Share and enforce guidelines with regards to RB'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
- Communicates regularly and works effectively with all BU sales team (On-Premise, key accounts, NT) and marketing people to secure full alignment of the BU goals with the DP
Additional Information
EDUCATION AND QUALIFICATIONS
University – Bachelor's Degree preferred
Drivers License
EXPERIENCE
1. Outstanding sales experience and track record in Consumer Goods industry (Bev. Preferred) , +5 years (Distributor and Supplier experience preferred)
2. Successful track record in managing teams
3. Experience with basic administrative programs, Windows, Word, PowerPoint, Excel
KNOWLEDGE AND SKILLS
1. Ability to lead, manage and motivate distribution partners with experience, +3 years.
2. Strategic thinker with strong business acumen
3. Strong communicator and motivator
4. Excellent negotiator and influencer
5.
Highly numerate and analytical
6. Clear and proven ability to develop and implement successful sales and trade marketing strategies.
7. Strong knowledge of consumer marketing principles
8. Excellent communication skills, including presentation and training ability.
9. Able to work independently with responsibility, and be organized
Key results and deliverables (what does success look like)
1. Alignment, successful achievement, and accountability by the Distribution Partner against agreed BP and monthly KPI's
2. Deliver Sales and Trade Marketing results in line with agreed BP
3. Develop skills and capabilities of distributor sales personnel
4. Communicates all RB Trade Programs and Channel requirements to DP
5. Forecasts annual depletions by channel and communicates to DP
6.
Ensures best in class service levels by the DP at all designated customer levels
7. Creates a compelling vision of future market development of the DP, brand sales, trade marketing and distribution opportunities
8. Monthly or Quarterly or Semi-annual Business review (depends on the DP size), with clear next step outcomes and priorities for next reporting period
9. Upholds and maintains brand values
10. Travels at appropriate level to support needs of DP, BU & HQ as planned and required
