Description
The Distributor Partner Manager's main priority is driving Red Bull initiatives and tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs).
Responsibilities:
- Communicate strategic priorities and drive key RB initiatives
- Ensure implementation of merchandising standards and develop systems to track and measure KPI execution
- Monitor sales/POS progress against business plans and coach DP to produce execution excellence
- Coordinate meetings with DPs to explain and implement Red Bull business strategies and initiatives
- Develop communication processes to ensure proper alignment and understanding of strategies and goals
- Implement systems to track and benchmark DPs against key initiatives/goals
- Assist in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards
- Establish set communication schedules to discuss upcoming and ongoing Key Account Programs
- Secure agreement on necessary subjects and implement monthly scorecards to review progress
- Consistently communicate with ownership and top management to guarantee alignment
- Establish POS allocation by distributor and coordinate with Business Unit office personnel to issue ongoing updates against allocation
- Develop organization models with DP and gain commitment against specific personnel structures to drive Business Plans
- Maintain strong working knowledge of all relevant Red Bull systems and develop knowledge of key account systems and how they relate to DP
- Proactively use Out-of-Stock analysis to ensure proper merchandising personnel is in place
- Hold DPs accountable for data submission into RB systems to ensure accurate and timely information
- Develop thorough working knowledge of distributors' internal systems and structure
- Understand distributors' hierarchy and have relationships from top down
- Work with DP to establish clear understanding of person responsible and accountable for tasks or programs within distributorship
- Suggest better routes to market and/or manpower needs based on distribution and account frequency
- Communicate and share best practices from other DP on structure accountability systems
- Share and enforce guidelines with regards to RB's inventory policy
- Provide ongoing feedback relative to DP performance against objectives and KPIs
- Develop working knowledge of geographic and demographic areas in assigned geography
- Develop expertise with regards to product competition and distributor competition in respective area
- Communicate regularly and work effectively with all BU sales teams and marketing people to secure full alignment of BU goals with DP
Experience:
- Bachelor's degree in business administration, economics, engineering, or marketing
- Post-graduation and/or MBA preferred
- Minimum 3 years of sales experience in consumer goods industry (beverage preferred)
- Preferable experience in key account or indirect channel experience
- Ability to lead, manage, motivate, and build relationships with distribution partners and sales force
- Ability to work independently but with responsibility, aligned to processes and values, and be organized
- Technical and practical negotiation skills
- Analytical and good number understanding
- Communicative, including presentation and training ability
- Outgoing personality and friendly