Distributor Partner Manager

Red Bull - Boise, ID4.1

Full-timeEstimated: $90,000 - $130,000 a year
Skills
Sales
The Distributor Partner Manager (DPM) is responsible for the relationship with the distributor and owns joint business planning and market execution. Their main priorities include developing annual business plans, driving Red Bull initiatives, aligning, setting and tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs) by promoting thought leadership management systems. Key responsibilities include: communicating strategic priorities; ensuring implementation of merchandising standards; tracking and measuring KPI execution; monitoring sales/POS progress against business plans; and coaching DPs to execute with excellence.
Areas that play to your strengths
(all the responsibilities we'll trust you with)

RBNA’s Strategy, Selling Process, Merchandising Standards, and Key Account Programs

Coordinates meetings with DPs to explain and implement Red Bull business strategies and initiatives, including MPR, QBR and Business Plan

Develops communication process to ensure proper alignment and understanding of strategies and goals

Implements management controls systems to track and benchmark DPs against key initiatives/goals

Ensures DPs fully understand and execute RBNA merchandising standards consistent with Headquarter Sales Group (HQSG) guidelines

Assists in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow, SKU priorities by channel, ABCDx segmentation, display merchandising, pricing, etc.)

Establishes set communication schedule to discuss upcoming and ongoing Key Account Programs

Implements process for late notice or emergency programs to ensure rapid communication and execution

Ensures DPs implement tracking system to gauge execution effectiveness

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 buildup 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 (BU) office personnel to issue ongoing 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

Business Intelligence

Maintains strong working knowledge of all Red Bull and Distributor systems (Workbench and Collaboration digital work space, MSA, RAS, SAP, Nielsen, etc).

Has a robust routine to ensure program compliance including VIP, display programs, and specific retail chain programs.

Develops knowledge of key account systems and how they relate to DP

Understand, analyze, and present MPR (Monthly Plan and Review meetings) on a monthly basis with DP RBNA team

Proactively uses Out-of-Stock analysis to ensure proper merchandising personnel is in place

Holds DPs accountable for data submission into MSA to ensure accurate and timely information

Analyzes monthly reports to find largest areas of opportunity for DP, and uses those insights to guide DP to up-level market conditions

Distributor Structure and Accountability Expert

Has thorough working knowledge of distributor’s internal systems and structure

Understands distributor’s hierarchy and has relationship from the top-down (from owner to sales representatives)

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 managers pay structure in order to program and hold accountable

Ability to communicate and share best practices from other DP on structure accountability systems

Manage route account software communication and projects with both RBNA, DP, and MSA.

Miscellaneous

Execute RBNA DP excellence programs – DP Evolution, Retailer satisfaction, Earn Your Wings, and Pay for Performance

Share and enforce guidelines with regards to RBNA’s inventory policy

Provide on-going feedback relative to DP performance against objectives and KPIs

Develops working knowled ge of geographic and demographic areas in assigned geography

Develops expertise with regards to product competition and distributor competition in respective area

Spends 1-2 days per week in the trade with DPs.

Communicates regularly and works effectively with all BU sales team (On-Premise, Key Accounts, Non-Traditional) and marketing people to secure full alignment of the BU goals with the DP
Outstanding sales experience and track record in Consumer Goods industry (Beverage Preferred), 5+ years

Distributor and Supplier experience preferred

Entrepreneurial, solution-oriented, strategic mindset to take initiative and consult with DP in joint business planning is a must

Strong analytical and financial acumen to understand and manage back end financial planning systems

4+ years’ experience displaying dynamic leadership skills to manage and motivate third party sales teams preferred

Demonstrates excellence in sales with the ability to teach, develop, and coach others on selling skills

Excellent negotiator and influencer

Clear and proven ability to develop and implement successful sales and trade marketing strategies

Excellent communication skills, including presentation and training ability

Must be extremely proficient in Microsoft Excel and PowerPoint

Valid Driver’s License