Job Description
The On Premise Distribution Manager (OPDM) is responsible for driving best in class execution via their DSD distributors and owning relationship with our foodservice distribution network. The main priorities include owning distribution and volume goals within the region and developing premium brand execution in channel in alignment with national strategy. Accelerating REACH and availability remains our department's #1 strategic priority. To do this, we must continue to realize the full potential of our people and network.
Key responsibilities include: communicating strategic priorities and driving sales initiatives; developing annual business plans; setting, tracking and measuring KPI execution; monitoring sales/POS; input/interaction with Red Bull systems (e.g. Business Insights); and best practice sharing.
RESPONSIBILITIES
Areas that play to your strengths All the responsibilities we'll trust you with:
- DRIVING RED BULL NORTH AMERICA (RBNA) STRATEGY AND CREATING ALIGNMENT WITH DISTRIBUTORS Develops communication process to ensure proper alignment and understanding of strategies, initiatives and targets Continual communication with distributor leadership (inclusive of distributor partner key principal and broadline) to assess progress against strategy and initiatives Drives best in class execution of annual business plan through all OnP distributor routes to market Cultivate best-in-class relationships with key distribution management stakeholders to execute business plans and advance key objectives
- GO-TO-MARKET STRATEGY Establishes communication schedule for National On Premise Account mandates/LTOs, VIP Program status & Pricing alignment. (DSD/Vistar) Ensures DPs implement tracking system to monitor progress against targets (DSD) Leading Internal On Premise foodservice strategy for the Region, via Broker management, and distributor stakeholder management (BL) Coordination and execution of local food shows
- BUSINESS PLAN Provide on-going feedback to HQ & Region leadership on performance of Region KPIs Develop annual business plans/strategy for organization requirements, POS/resource needs. For DSD include, distribution, volume, investments, consist communication with ownership/top management and KPIs. For BL this would include sales blitz development, Broadline Distributor Big Moments (Foodshows, GSMS, Events) Develops plans with DP during the Monthly Plan and Review (MPR) & Mid-Year Review (MYR) to course correct and achieve annual business plan. Partners with Distributor Partner Manager (DPM) and DP on annual business plan development (DSD/Vistar) Develop and highlight key customer opportunities to close SKU and Distribution voids to ensure optimum assortment Is available to local distributors (BL) Lead Identification and acquisition strategy for prioritized Incremental foodservice operator targets within the region (BL)
- BUSINESS INTELLIGENCE Develops deep understanding of responsible market and its characteristics, and supports DP with actionable insights and recommendations Maintains strong working knowledge of all Red Bull and relevant distributor/branch systems (e.g. The Hub, MSA, CPM, BI). Analyzes monthly reports to find largest areas of opportunity for DP, and uses those insights to guide DP to up-level market conditions Manages and tracks internal budgets Volume forecasting and planning per distributor location in alignment with national volume objectives set by HQ Has a robust routine of auditing & analysis to ensure VIP program compliance and return on investment (DSD) Holds DPs accountable for data submission into MSA to ensure accurate and timely information; tracks daily/weekly submissions (DSD/Vistar)
- DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT Work in field with broader On-Premise Region team of Managers and Specialists in respective geographies to develop effective programs, relationships, and collaboration internally and with distributor sales personnel Highlight opportunities and develop curated targets for ONP dept blitzes and sales Interactions Has thorough working knowledge of distributor's internal systems and structure Understands distributor's hierarchy and has relationship from the top-down Knowledgeable on reps and area managers pay structure in order to program Conduit to Brand Manager and Account Development Manager (DSD/Vistar)
- DISTRIBUTOR TRAINING Lead team based training initiatives to develop and support the DP sales team Provide individual coaching and development of DP work force (e.g. Brand Managers, Account Development Managers, and DP sales force) Ensures adoption/usage of WINGTIPS, TRAINING TOOLS (DSD/Vistar) Lead training and onboarding of Region Sales specialists on RTM ways of working and processes with sales force.
- MISCELLANEOUS Communicates regularly and works effectively with all BU sales team and marketing to secure full alignment of the BU goals with the DP Effectively wires with responsible National On Premise Franchise groups and regional chains Share and enforce guidelines with regards to RBNA's inventory policy Develops working knowledge of geographic and demographic areas in assigned geography Develops expertise with regards to product competition and distributor/branch competition in respective area
EXPERIENCE
Your areas of knowledge and expertise that matter most for this role:
- Bachelor's degree required
- Outstanding sales experience and track record in Consumer Product Goods and/or FMCG, foodservice industry (Beverage Preferred), 5+ years
- Distributor, Supplier, and/or Broadline distributor experience preferred
- Employees may be required to lift and/or move items weighing 25 pounds or more, as needed.
- Demonstrated ability to teach, develop, and manage distributors
- Cross functional work and change management experience a plus
- Strong On Premise industry knowledge and experience.
- 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/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 ability to teach, develop, and coach others on selling skills
- Excellent negotiation and influencer skills
- Ability to influence without authority
- Clear and proven ability to develop and implement successful sales and trade marketing strategies
- Excellent communicator, including presentation skills and training ability
- Must be extremely proficient in Microsoft Excel and PowerPoint
- Valid Driver's License
- Travel 30-40%
- Permanent
- Benefits eligible
WHERE YOU'LL BE BASED
CharlestonSouth Carolina, United States United StatesRed Bull North America
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Job Tags
Permanent employment, Local area