Job OverviewWe're seeking an interim professional to provide temporary cover for one of our client's employees.
The objective of Head of Distribution is to set the strategic direction that will deliver the largest opportunity for sustained growth within the entire On Premise, Traditional & Cash and Carry channel via distribution partner, wholesalers.
Our client is the global leader in its market segment.
DescriptionThe Head of Distribution is responsible for managing the entire On Premise, Traditional & Cash and Carry volume and distribution business in an effective way to deliver this strategy. The Head of Distribution Manager has to continuously drive for maximum account coverage in the channels in order to maximise sales and volume while establishing strong relationships with distribution partners and wholesalers.
This strategy needs to be profitable, efficient and ensure continuous development of our brand in the On Premise, Traditional and Cash and Carry channels.
Sales Management and Leadership
Uses the Wholesale Segmentation Tool to evaluate the Wholesale channel and Tier.
Leads by example and devotes a minimum of one day per month for market visits and "work‐withs" with the distribution partner (if applicable), wholesale and/or the external sales force sales representatives to stay connected to the market.
Prepares and runs effective team meetings with the distribution partner (if applicable), wholesale and external sales force senior management to ensure the correct execution of all the agreed strategies and sales‐driving initiatives.
Encourages ad‐hoc action plans for their distribution partner (if applicable), wholesale and external sales force companies to support the long‐term development of distribution, volume and...
Leads his/her team by focusing on their strengths in order to maximise their performance and potential.
Strategy and Planning
Responsible for providing a long‐term (+3 years) distribution model for the country.
Responsible for creating a Business Plan with the distribution partner (if applicable), wholesalers to deliver the long‐term distribution model for the country.
Responsible 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 (if applicable).
Responsible for the annual Joint Business Plan with the distribution partner (if applicable) and the Tier 1 wholesalers.
Drive National Objectives
Fully responsible for achieving the business plan targets for volume and distribution for the On Premise, Traditional and Cash & Carry channel.
Maintains the correct stock levels with each distribution partner.
Aligns all pricing and promotions with all necessary key stakeholders (GM, Off Premise and Finance) to minimise the threat of cross‐channel cannibalisation and to maintain...
Responsible for coordination of the cross‐channel volume split with Off Premise on a quarterly/bi‐annual basis.
Analysis
Consistently analyses the available market data from reliable data sources to find gaps or opportunities, by region, in distribution and SKU listings.
Responsible for obtaining all sales out data (depletions and UVE) from the distribution partner (if applicable), wholesalers. Analyses this information to measure performance, improve forecasting and quantify all Pay for Performance remuneration.
Administration
Responsible for the correct management of the yearly budget and the control of all free resources.
Prepares, organises and executes review meetings (on a monthly/quarterly basis) with all distribution partners (if applicable), Tier 1 wholesalers to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to the National On‐Premise Manager and National Off Premise Manager and shared internally with the Musketeers/Strikers team and other key stakeholders.
Perfect Store Development (sell‐out / Market share focus)
Responsible for building the strategy together with Field Sales and trade Marketing to maximise availability, expanding Red Bull range and driving in‐store agreements with top stores to win the best visibility at POS.
Facilitating the right tools to connect Field Sales and Wholesaler sales forces to make sure Red Bull Perfect Store rates grow in the key stores.
Profile
+5 years Distribution and/or Supplier experience preferred (beverage industry preferred).
Successful track record in leading, managing and motivating wholesalers (+3 years).
Driver's license.
Proficient in Word, PowerPoint and Excel.
Strategic thinker with strong business acumen and ability to work independently.
Excellent communicator, negotiator and influencer.
Highly developed analytical skills (sales and customer data).
Clear and proven ability to develop and implement successful sales and trade marketing strategies.
University degree preferred (business, marketing or similar).
Fluent English, written and spoken.
Job OfferWe offer you the possibility to work in an iconic company, with a dream workplace and an unbeatable working environment.
Flexibility in working hours.
The start date is immediate; the candidate must be available within a maximum of 15 days.
Desired Skills and Experience
+5 years Distribution and/or Supplier experience preferred (beverage industry preferred).
Successful track record in leading, managing and motivating wholesalers (+3 years).
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