All the responsibilities we'll trust you with:
People
Lead the DPM Team by focusing on their strengths to maximize their performance Coach and development team individuals to step up the ladder of mastery in managing their partners / accounts Define and execute routines and call cycles for team securing optimal DP management Own the relation to the top accounts and business partners Be hands-on for building strategy but also demonstrating and showcasing how it is done Responsible for analysing geographic areas to understand outlet and sales opportunity within identified areas though trade visits
Route to market
Define new and constantly optimize existing route to market distribution partner model to meet business growth targets Define an innovative and profitable way for Red Bull to win market leadership within main market and independents liquor Ownership of managing business within the defined pricing and profitability guidelines and budgets
Direct Distribution Partner Management
Create and develop a model on how Red Bull can improve and win distribution through the ABINBEV direct distribution model Build strong commercial relationship with the ABINBEV Regional Marketing Managers, Regional Directors and District Manager network, based on a win-win focus Drive profitable and sustainable volume growth through distribution initiatives Build winning initiatives to drive reach, sales targets, and our execution in all channels, including Indirect via WHS Define and implement initiatives to constantly improve Red Bulls in outlet/store visibility and performance linked to perfect outlet/store standards Define and negotiate together with your team overall distributor KPIs (broken down from overall sales targets) to meet Red Bulls annual business targets: Volume Sales, Execution, Promotional Execution, Distribution of Red Bull brand portfolio, Price Compliance and Effective Store Coverage Fuelling passion for Red Bull at customer levels through defining with Trade Marketing efficient and effective recognition and reward programs Undertake systematic and regular store/outlet visits to identify gaps and opportunities Prepare and lead monthly & quarterly reviews with the DP Prepare and lead the contract negotiation process
Strategy and Planning
Responsible for creating a Business Plan in close co-ordination with the larger DPM team Set, track, and drive all DP Sales Districts against the annual business plan Responsibility for creating and developing a strong commercial plan to grow distribution and SKU listing in the Non-Musketeer/Striker Managed account Universe via the distribution partner
Administration
60% of time in field and 40% of time spent on analysis, planning and reporting Responsible for managing the stock forecast process with the DP and with support from the internal operations team Responsible for the correct management of the yearly regional budget and the control of all free goods Prepare review meetings (on a monthly/quarterly basis) via his/her team with all responsible sales districts to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to both Sales Directors and shared internally with the Musketeer team and other key stakeholders Manage and secure efficient POS stock and handling as well as ROI management Close alignment of pricing and promotions with all necessary key stakeholders (MD, Off Premise, On Premise and Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability
Your areas of knowledge and expertise that matter most for this role:
- University Degree (Business, Marketing or similar)
- 5-7 years sales experience in FMCG
- Excellent understanding of RTM environment in South Africa / the region (ideally On-Premise RTM)
- Strong track record of growing product distribution in South Africa
- Clear understanding of markets, sales & distribution, competitor activity, consumer behaviour
- Strong track record of successful price increase implementation
- Previous management / leadership role
- Strong communications skills (verbal and written).
- Strong analytical and financial understanding
- Excellent problem-solving skills
- Advanced experience with Microsoft Excel
- Self-starter with initiative & attention to detail
- Well organised & able to handle multiple priorities in a relaxed manner.
- Able to see tasks through from inception to completion
- Professional, focussed, responsible & passionate approach to work
