Distribution Partner Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Red Bull Full time
Company Description

To ensure Red Bull's sales growth and perfect store execution is achieved in the Independent Rural and Urban Trade. Goal is to increase and deepen Red Bulls footprint in this channel. Main focus is to develop a profound and proven concept for Red Bull to become the leader in Energy within Independent Rural and Urban market space. Once developed, the role is to manage its execution on a daily base and turning strategy into action.

Job Description

Analyze Data

  • Analyze geographic areas to understand outlet and sales opportunity within identified areas through trade visits
  • Set minimum DP service requirements based on trade analysis to ensure maximum service to trade.

Business Planning

  • Develop annual Business Plan for all our partners within the region in close coordination with Head of Direct Distribution for winning in the Independent trade.
  • Target to increase and deepen Red Bulls footprint in Independent Urban & Rural channels.
  • Co-Develop Business Plans by DP to deliver on all relevant RBZA strategic initiatives including; Volume, Horizontal & Vertical Distribution, Execution and Information exchange (Depletion Data). Ensure the plan is aligned to overall RBZA plan.
  • Manage and secure sufficient POS stock and handling as well as ROI calculations on any initiatives implemented into trade.

Sales and 3rd party Distribution Management

  • Set, Track and Drive DP's against business plan.
  • Define routines and call cycles for managing the operations in a professional / sustainable way, in line with routines matrix set out by HOD: Direct.
  • Do monthly business reviews with DP's in line with business plan & Commercial Annex.
  • Define and track the DP KPIs (broken down from overall sales targets):
  • Volume Sales, Distribution Numeric & Weighted and Price Compliance, Perfect Store Execution, Promotional Execution.
  • Support DP in achieving set targets through:
  • Training the DP sales force on Red Bull perfect store standards and execution of those
  • Leading DP sales force by personal example and hand-on approach
  • Quantification of opportunity identified in data analyzing to conceptually sell new concepts to partners.
  • Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing. The latter being a critical part of the role.
  • Prepare and lead monthly reviews with the DP owner/management.
  • Generate best practices and multiply throughout covered channels.
  • Fuel DP sales force passion for Red Bull through recognition and reward programs.

Forecasting

  • Forecast financial sales by DP and ensure order taking according to Red Bulls targets and principles and aligned to forecast.
  • Setup Build/Draw calculation sheets in order to manage SOH vs Trade sales vs Financial sales.

Trade Visits

  • Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing. The latter being a critical part of the role.
  • Conceptual selling of the quantified opportunity in a mature and professional manner to ensure buy-in (convinced) and motivated Partners
  • Track execution via our Partners field force
  • 80% of time in field and 20% of time spent on analysing, planning, building case studies and conceptual selling decks and reporting.

Budget Management

  • Manage the budget that is allocated to commercial initiatives, sales force initiatives, and below-the-line marketing initiatives linked to the SAB and Red Bull Partnership.
Qualifications

Bachelor's Degree (Relevant equivalent)

>5 years sales experience in FMCG sector.

Sales Team Leadership Experience

Successful track record in managing sales force (distribution partner preferred) within all Trade channels

Business Experience in Regional Accounts - Independent trade

Key Account experience (an Advantage)

Leadership, Motivation and Team Skills.

Clear understanding of market, sales & distribution within South Africa

Clear understanding of market structure and common practice / ways of how business is done

Excellent negotiator and influencer (strong interpersonal skill)

Strong analytical ability and commercial acumen to understand financial statements and market trends

Able to work independently with responsibility, being organized, result driven and solution orientated

Able to develop business strategies and break them down into actions

Excellent in all MS Office programs (Word, Excel, Power Point, etc.) Excel and Power Point abilities should be strong

Management reporting and budget control.

Strong presentation skills

Fluent in written and spoken English. Also, Xhosa, Zulu & Afrikaans is a plus.

Additional Information

This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.

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