Company Description
As our Distribution Partner Manager, your ultimate goal in this role is to increase Distribution, Execution and Volume via our Distribution Partners. You will achieve this by working closely with your assigned Distribution Partners (Distributors and Wholesalers) and develop and implement annual business plans that achieve growth, drive Red Bull initiatives, and track Key Performance Indicators (KPIs) that align with Red Bull's strategies and priorities.
Job Description
Distributor Management
Coordinate regular meetings with distribution partner’s teams in order to communicate company strategy and priorities, review business KPI’s, discuss opportunities and threats in the region, run trainings and update sales teams.
Assign sales, distribution, execution etc. targets to DPs based on business targets (and relevant teams) and follow up these targets regularly.
Provide execution trainings, on-the-job trainings and coaching to DP and their teams.
Regular Trade Visits with DP Field teams to coach DP sales team and unlock distribution and execution opportunities.
Analyze the opportunities in the region, take proper action and implement as needed.
Ensure DPs fully understand and execute Red Bull execution / merchandising standards.
Business Planning
Develop with assigned DPs the annual business plans (bottom up) with regards to organization requirements, distribution, volume, investments, and KPIs.
Secure agreement on necessary subjects (distribution build-up by month/channel, sales forecast by SKU/month/channel/ segments…)
Establish POS allocation by distributor.
Coordinate with relevant stakeholders to issue on-going updates against allocation.
Manage assigned budgets where applicable (Examples: incentive budgets, free goods budget, POS budget and in some cases regional account budgets).
Other Responsibilities
Share and enforce guidelines with regards to Red Bull’s inventory policy.
Develop working knowledge of geographic and demographic areas in assigned geography.
Ensure a sustainable Go to Market (GTM) strategy and structure in assigned geography.
Develop expertise with regards to product competition and distributor competition in respective area.
Communicate regularly and work effectively with all internal sales team and marketing teams to secure full alignment of the sales goals with the DP.
Manage Risk by taking alternative precautions with a proactive approach by determining the risks that would hamper Red Bull business.
Represent Red Bull brand and values in the best way, including appearance, attitude and behavior.
Qualifications
5+ Years of sales experience in FMCGs (Beverage preferred).
Region geographical knowledge is preferred.
Ability to lead, manage, and motivate distribution partners with experience.
Strategic mindset.
Excellent negotiator and influencer.
Strong communicator and motivator across all levels and departments (360 Approach).
Numerate and analytical.
Able to work independently with responsibility, and be organized (planning, time and resource management).
