Distribution Partner Manager
Job description
DISTRIBUTOR MANAGEMENT
- Coordinate regular meetings with distribution partner’s teams in order to communicate company strategy and priorities, review business KPI’s, discuss opportunities and threats in the region, run trainings and update sales teams
- Assign sales, distribution, execution etc. targets to DPs based on business targets (and relevant teams) and follow up these targets regularly
- Provide execution trainings, on-the-job trainings and coaching to DP and their teams
- Regular Trade Visits with DP Field teams to coach DP sales team and unlock distribution and execution opportunities
- Analyze the opportunities in the region, take proper action and implement as needed
- Ensures DPs fully understand and execute Red Bull execution / merchandising standards
- Implements systems to track and benchmark DPs against key initiatives/goals
- Plan and Execute incentive programs in line with company targets in order to keep sales representatives focused and motivated
- Be a credible beverage business consultant to DPs and customers and act as a category captain by presenting category and Red Bull Potential
DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT
- 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 DP
BUSINESS PLANNING
- Develop with assigned DPs the annual business plans (bottom up) with regards to organization requirements, distribution, volume, investments, and KPIs
- Secures agreement on necessary subjects (distribution build-up by month/channel, sales forecast by SKU/ month/channel/ segments…)
- Establishes POS allocation by distributor
- Coordinates with relevant stakeholders to issue on-going updates against allocation
BUSINESS INTELLIGENCE
- Maintains strong working knowledge of all relevant Red Bull systems
- Proactively uses available reports to maximize on all opportunities including competitor intelligence
- Holds DPs accountable for data submission into RB systems to ensure accurate and timely information
OTHER RESPONSIBILITIES
- Share and enforce guidelines with regards to Red Bull’s inventory policy
- Develops working knowledge of geographic and demographic areas in assigned geography
- Ensure a sustainable Go to Market (GTM) strategy and structure in assigned geography
- Develops expertise with regards to product competition and distributor competition in respective area
- Communicates regularly and works effectively with all internal sales team (Off-Premise Key Accounts) and marketing teams to secure full alignment of the sales goals with the DP
- Manage Risk by taking alternative precautions with a proactive approach by determining the risks that would hamper Red Bull business
- Represent Red Bull brand and values in the best way, including appearance, attitude and behavior
Strong field sales experience and track record in Consumer Goods industry (Beverage preferred)
5+ years (Distributor and Supplier experience preferred)
Successful track record in team management and leadership
Proficient with Excel and PowerPoint
Hands on geographical knowledge of the local market
Skills mentioned
At the heart of Red Bull is a culture driven by the mission of 'giving wings to people and ideas'. This ethos was born in the mid-1980s when Dietrich Mateschitz, inspired by functional drinks from East Asia, didn't just develop a new product but also a unique marketing concept. On April 1, 1987, Red Bull Energy Drink was launched in Austria, marking the birth of an entirely new product category – energy drinks. This pioneering spirit continues to define the company. Red Bull's culture is one that champions an entrepreneurial mindset, encouraging employees to develop their own ideas and constantly challenge themselves to achieve more. It's a fast-paced environment that thrives on innovation and the freedom to explore uncharted territories. The company's core values revolve around people, ideas, and the vibrant culture that brings them together. Red Bull invests in its employees, fostering a sense of ownership and providing opportunities for growth, believing that empowered individuals are key to capitalizing on groundbreaking ideas. Beyond the beverage itself, Red Bull has cultivated a global brand synonymous with a high-energy lifestyle, adventure, and pushing boundaries. This is evident in their extensive involvement in sports, music, and media. From owning and sponsoring extreme sports events and racing teams like Red Bull Racing in Formula One, to running the Red Bull Music Academy and Red Bull Records, the company is deeply embedded in cultures that embody excitement and peak performance. Red Bull Media House further amplifies these stories, producing and distributing premium content across various platforms, including Red Bull TV. The brand's marketing strategy is less about direct product advertisement and more about creating and associating with experiences that resonate with a dynamic and adventurous audience. This commitment to 'giving wings' extends to fostering talent, supporting athletes and artists, and creating content that inspires people to live life to the fullest. The company's vision is to maintain its leadership position in the energy drink market by upholding high standards and delivering superior customer experiences, all while operating in a highly efficient and profitable manner, and continually pushing the boundaries of what's possible.
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