Sales Executive - Through Distributors (Traditional Trade and Convenience Channel)

The Distributor Partner Manager’s (DPM) main priority is driving Red Bull initiatives, and tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs). Key responsibilities include: communicating strategic priorities; driving and managing key RB initiatives; ensuring implementation of merchandising standards; developing systems to track and measure KPI execution; monitoring sales/POS progress against business plans; and coaching DP to produce execution excellence.

Areas that play to your strengths

All the responsibilities we'll trust you with:

• • Coordinates meetings with DPs to explain and implement Red Bull business strategies and initiatives.
  • Develops communication process to ensure proper alignment and understanding of strategies and goals.
  • Implements systems to track and benchmark DPs against key initiatives/goals.
  • Ensures DPs fully understand and execute RB merchandising standards.
  • Assists in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow, sku priorities by channel, display merchandising, pricing, etc.).
  • Establishes set communication schedule to discuss upcoming and on going Key Account Programs · Implements process for late notice or emergency programs to ensure rapid communication and execution.
  • Ensures DPs implement tracking system to gage execution effectiveness.

• • Secures agreement on necessary subjects and implements monthly scorecard to review progress (distribution build-up 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 office personnel to issue on-going 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.

• • Maintains strong working knowledge of all relevant Red Bull systems.
  • Develops knowledge of key account systems and how they relate to DP.
  • Proactively uses Out-of-Stock analysis to ensure proper merchandising personnel is in place.
  • Holds DPs accountable for data submission into RB systems to ensure accurate and timely information.

• • Thorough working knowledge of distributors internal systems and structure · Understands distributor’s hierarchy and has relationship from the top down (Owner to Managers).
  • 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 manager’s pay structure in order to program and hold accountable.
  • Ability to communicate and share best practices from other DP on structure accountability systems.

• • Share and enforce guidelines with regards to RB’s inventory policy.
  • Provide on-going feedback relative to DP performance against objectives and KPIs.
  • Develops working knowledge of geographic and demographic areas in assigned geography.
  • Develops expertise with regards to product competition and distributor competition in respective area.
  • Communicates regularly and works effectively with all BU sales team (Off-Premise, key accounts, NT) and marketing people to secure full alignment of the BU goals with the DP.

EXPERIENCE

Your areas of knowledge and expertise

that matter most for this role:

• Bachelor degree in business administration, economy, engineering, 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 relationship 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.

• Travel 20-30%