The Distributor Partner Manager’s main tasks are developing a distribution network, managing RTM through DP/WHSR management, driving Red Bull presence and initiatives in KAs, tracking Key Performance Indicators (KPIs) through a set group of Distribution Partners (DPs) in the north region. Key responsibilities include: set up RTM strategy, recruit DP/WHSR and develop the distribution network, key accounts expansion, communicating strategic priorities, driving and managing key RB initiatives; ensuring implementation of merchandising standards; developing systems to track and measure KPI execution; monitoring sales/POS progress according to business plans; and coaching DP to produce execution excellence.
Areas that play to your strengths
(all the responsibilities we'll trust you with)
DP/Wholesaler Management
Recruit the right DP/WHSR and implement Red Bull business strategies and initiatives in north region.
Align with DPs on annual business plan and business goals and STD results.
Support NKAM to set-up and sustain proper route-to-market in accordance to Red Bull guidelines in selected areas
Be responsible for DP & WHSR’s rebates and trade spending budgeting, reimbursement in accordance to Red Bull China BP and finance policy.
Train DP’s sales & merchandiser force, drive performance through STD process.
Ensure timely, correct and complete weekly and monthly reporting from DP field sales.
Support NKAM on KA listing/contract/promotion negotiation process.
Promotional execution – ensure planned promotions are well implemented.
Closely work with DP/WHSR on any program implementation at store level and follow up on any issue with NKAM immediately.
Conduct monthly business reviews with Distribution Partner/Sub-Distributors in accordance with agreed calendar
Business Plan
Develop DP’s annual business plans according to RBCN master BP and drive results.
Weekly coordination and report on work in progress, sales strategy, and key customers activities with NKAM.
Suggest, present and implement annual/quarterly/monthly action plans to ensure business plan is well delivered.
Budget
Manage trade spend budget for any program or event that is approved by NKAM in advance and track ROI
Ensure budget usage is strictly in line with Red Bull policy.
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 distributorship.
Working knowledge of routing procedures and able to suggest better route to market and/or manpower needs based on distribution and account frequency.
Knowledgeable on reps and area manager’s pay structure in order to program and hold accountable.
Ability to communicate and share best practices from other DP on structure accountability systems.
Good DPM & KAM experience and track record in top FMCG company (Bev. Preferred) , 5+ years in north China.
Blank market development experience.
Ability to lead, manage and motivate distribution partners.
Strategic thinking with strong business acumen
KAM knowledge and skill.
Excellent negotiator and influencer.
Highly numerate and analytical.
Clear and proven ability to develop and implement successful sales and trade marketing strategies.
Strong knowledge of consumer marketing principles.
Excellent communication skill including presentation and training ability.
Able to work independently with responsibility and discipline.
University, Bachelor’s Degree preferred. Driving License.
Fluency in English (verbal & written) and local language
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