Reporting to the Director of On Premise, your main priority is strategic management over the On Premise route to market and distributor partners at the region level. Your primary objectives are coaching your team of On Premise Distributor Managers (OPDM) and Foodservice Distribution Managers (FDM). You will also develop influential relationships with important principals and owners of the top Distributor Partners (DPs) within a region. Main responsibilities include driving and managing important initiatives and priorities such as reach, developing systems to increase goal execution, and monitoring sales/POS progress against business plans. You will take ownership of all distributors' performance while making sure there is an understanding between the General Manager and the Director of On Premise.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Create a schedule with OPDMs/FDMs and DPs to explain and implement our business strategies and initiatives
Ensure understanding of strategies and goals cross-departmentally within RBNA
Implement systems to track and benchmark DPs against main initiatives/goals
Lead communication and engagement with our On Premise Key Account department that fosters collaboration between important accounts and distribution
Lead training sessions on important initiatives and general job skill development
Establish a clear set of performance goals for ODPMs, FDMs, and DPs
Develop the annual business plans with regard to goals, resource allocation and investments, and measurements for success
Secure agreement on necessary subjects and implement monthly scorecard to review
Communicate with DP ownership and top management to guarantee agreement on our priorities and a top-down
Establish DP POS allocation for Region
Establish DP equipment allocation and execution standards for the Region
Maintain a working knowledge of all Red Bull systems (BI, IRI, CPM, The Hub, Collaboration)
Maintain knowledge of key account systems and how they relate to DPs
Use Business Intelligence to increase the performance of the DP network
Assess route-to-market strategies and propose solutions to improve the DP network within the region
Develop best practices to share and implement within the DP network
Manage new distributor launches with OPDMs and FDMs
Work across other regions to benchmark performance and best practices
Lead team-based training initiatives to develop job skills for OPDMs and FDMs
Provide individual coaching of team members
Provide a leadership role to the local regional teams to ensure clear communication and development of goals.
Create linkage between several functional plans and market impact through DPs
Coordinate execution of key account programs through wired relationships with Sr. DKAs, DKAs, and NAMs.
Your areas of knowledge and expertise
that matter most for this role:
- 7+ years of sales experience in the Consumer Goods industry (Beverage preferred)
- 4+ years of leadership experience
- Negotiation experience
- Distributor and Supplier experience required
- Experience working with or managing a DSD network
- Valid Driver’s License
- Bachelor’s Degree preferred or equivalent work experience
- Must be fluent in English, additional language skills an advantage
- Travel 30-40%
- Permanent
- Benefits eligible
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