Requirements of the Role: Establish and manage chain account KPI’s in the designated territory. Strong communications and collaboration with NA Off Premise Accounts team (Acct management team and Category Management team). Critically necessary is complete alignment on depletions targets, executional KPIs and designated budgets (FTT) by account, across all interfacing levels of the matrix: Region / NA Off / Distributor. Clear definition of specific account call responsibility.
Distributor / Account Management: 60%
-Meet with distributor VP, Chains semi-monthly (2X minimally) to ensure alignment on focus brands and programming priorities.
-Define and assign channel goals.
-Conduct weekly work-withs (distributor account executives, RSMs, etc.), and establish an account survey discipline that allows for accurate assessment of market execution.
-Establish distributor KPI’s: ensure alignment exists with the Region and National Off-Sales Team; measure progress monthly vs. KPI’s and quantitative objectives (volume / spend).
-Coordinate and manage Chain Business Reviews (QBR), including presentation preparation, identifying key wins and successes, as well as risks and opportunities.
-Define, implement, and measure performance against qualitative objectives, including, but not limited to: distribution, display (shelf, floor, and cold box) pricing, and promotion by brand.
-Coordinate distributor trade development activities to:
-Ensure all allocated items / products and resources are secured in a timely manner
-Ensure proper distributor inventory levels are maintained throughout the year on all chain authorized products (thru collaboration with Market Directors).
-Effectively manage chain VAP / special package allocations: secure appropriate quantities, direct account-level allocations, ensure proper pricing / POS is in place and execution expectations are met.
-Ensure that distributor execution of NA Off tactical plans complies with strategic direction.
-Work with NA Off team and distributor trade development team to identify growth / account development opportunities: brand / size mix, pricing, merchandising, etc.
-Effectively direct, collaborate and influence the distributor chain team to achieve annual growth targets, continuously improve in-store execution (merchandising standards), and maximize effectiveness of market activities (POS, demos / samplings, displays, etc.).
-Coach and develop distributor chain team.
-Develop and implement a distributor training curriculum, in association with MH USA Human Resources training managers.
-Ensure thorough communication and execution focus against MHUSA retail account standards.
National Accounts Off Premise Interaction, Collaboration 20%
-Work closely with NA Off Team to plan and coordinate sales and merchandising activities / priorities for distributor.
-Collaborate with them to jointly construct the annual chain plan.
-Establish account level KPIs with responsibility to deliver results and report quarterly.
-Perform post-promotion evaluation of major / priority programs, quarterly.
-Create promotion recap reports, including ROI analysis and scorecard results (red light / green light, etc.)
-Utilize insights to direct future programming / execution in the channel.
-Perform monthly budget reconciliation, actual vs planned, and report quarterly.
-Ensure retail prices are in-line with brand strategies.
-Facilitate and support account presentations, category management initiatives, business reviews / analysis, etc.
-Jointly own the volume plan and budgets, as well as the channel contribution to the monthly MRF.
Business Analysis: -Create promotion recap reports; include ROI and categorize promotions as green vs. red light.
-Utilize the category management team / resources available to analyze channel, account and brand performance quarterly. Jointly develop a standard way of working with NA Off team to ensure timely, accurate and insightful reporting.
-Ensure distributor adherence to respective pricing strategies and compliance with approved pricing structures. Provide guidance and input to region at the retail tier.
-Analyze NA Off reports / data to understand depletions vs. sell through, identifying balance of year risks and opportunities, and communicate same to Region and National Accounts stakeholders.
-Direct the monthly MRF process for chains
-Consolidate NA Off and distributor feedback / insights to provide best estimate of performance by brand.
-Establish standard operating procedures with distributor trade development team to ensure timely reporting, KPI focus, accurate and effective performance management (depletions, FTT/DPP spend, product allocations, special packaging, inventory requirements, etc.)
Budget Planning: 20%
-Develop and Manage Region Chain Accounts budgets in coordination with National Off-Sale chain budgets
-Plan and manage consumer programs / promotions in conjunction with MH USA Chain Team
-Actively engage in the MHUSA Planning process, further linking Region and National Accounts; identify gaps, ensure budgets are aligned, and all anticipated budget item costs are captured.
-Coordinate and incorporate NA Off Director in distributor planning, communication and roll-out activities, ensuring clarity of understanding and aligned ownership of performance expectations.
QUALIFICATION, EXPERIENCE & SKILLS REQUIRED :
Education: Bachelor’s degree required, Advanced degree desired
Skills: 6 to 8+ years business experience in Sales Management and Leadership role within the Beverage Alcohol Industry. National Accounts Off-premise chain experience required. Strong business and commercial orientation required, in addition to strong leadership, collaboration, and communication skills, as well as the ability to deal with ambiguity and effectively work in a matrix structure.