Key Responsibilities: Work effectively in a matrix environment to deliver high quality distributor execution, achieve volume and qualitative goals, and manage allocated resources within guidelines and on strategy.
Requirements of the Role: Establish and manage independent retail / package account KPI’s in the designated territory. Strong communications and collaboration with Distributor off premise channel leadership 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 / Distributor.
Distributor Management: 60%
-Meet with distributor VP, Package 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 Team; measure progress monthly vs. KPI’s and quantitative objectives (volume / spend).
-Coordinate and manage Account 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 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 Package Channel tactical plans complies with strategic direction.
-Achieve qualitative and quantitative business objectives while operating within budgeted parameters.
-Work with distributor trade development team to identify growth / account development opportunities: brand / size mix, pricing, merchandising, etc.
-Effectively direct, collaborate and influence the distributor 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 package channel 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.
Chain Grocery / NA Off, Collaboration 20%
-Work closely with Off Premise Grocery Manager to plan and coordinate sales and merchandising activities / priorities for distributor.
-Collaborate with the Off Premise Grocery Manager to jointly construct the annual channel / account 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.
-Ensure distributor adherence to respective pricing strategies and compliance with approved pricing structures. Provide guidance and input to region on independent retail dynamics and pricing management at the retail tier.
Analyze internal / distributor data to understand depletions vs. sell through, identifying balance of year risks and opportunities, and communicate same to Region and brand stakeholders.
-Direct the monthly MRF process for Off Premise Package Channel
-Consolidate 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 Package Channel Account budgets in coordination with Market Director, Off Premise Grocery Manager.
-Actively engage in the MHUSA Planning process, representing Package Channel programming needs, aligning with Grocery channel programming, as appropriate.
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. DELETED THE PORTION REGARDING PREVIOUS NATIONAL ACOOUNT EXPERIENCE AS MANDATORY. 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..