Job Description: Distribution Manager
Decision Making/Financial Responsibility: Management of multiple wholesalers with interaction and strong relationship building with owner/senior management through to the sales reps. Deliver agreed upon AOP depletion targets. Meet monthly and quarterly execution targets. Deliver shipments to contractual DSI obligations. Manage trade and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develop and identify sales forecasts/budgets through previous experiences and agreed forecasting techniques.
Management Responsibility: You will have indirect and occasional dotted-line management of third-party S.E.A.L.S. Employed by a third-party staffing agency, S.E.A.L.S drive the on premise business across America and ensure that the Guinness brand is in the forefront for retailers and consumers. Candidate will be responsible for management, development, and capability building for direct report. External: Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews etc.
Time in trade on work-with's with the wholesaler - principle to sales rep level. Wholesaler management in person and via phone ensuring follow up and regular wholesaler conversations about performance/programming/issues as needed.
Financial/Business/Team admin - T&E, wholesaler invoices, budget reconciliation, performance review. Must maximize distribution opportunities to ensure performance goals are attained. Must understand and apply New Ways of Working to dynamics of customer management business, including: channel dynamics. C-store, grocery, club store, independents, and on premise; three-tier structure of supplier, wholesaler, and retailer; and direct store delivery.
Must discern prices diffs re wholesaler/retailer margins. Responsible or updating and maintain all price structures and reviewing results and measuring effectiveness of pricing initiatives
Must drive performance through understanding and app of QDVP3.
Must have strong awareness of the impact of environmental, social, and legal factors as they relate to the sales process as well as wholesaler economics and their individual business objectives. Must understand and develop cross-functional accountability with finance, operations, and marketing staff and support their interdependencies
Complexity of Role: Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, follows-up and uses metrics to measure performance and process, ie. Scorecard. May supervise Sales Specialists and other people Management responsibility. Market complexity may be High (on/off mix, price controlled state Min 3 ABP wholesalers etc.).
Analyze and plan wholesaler business- monthly, quarterly, and annually
Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf mgmt., and quality measures (QDVP3)
Create and implement incentives to motivate wholesalers to execute against the key sales drivers by brand
Plan and manage investment (Beer & PABs)
Plan and execute kick-off meetings for new innovation and programming initiatives throughout the year
Negotiate and price structure with wholesaler to ensure pricing strategies
Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.
- Undergrad degree required.
- MBA preferred.
- Must have at least 3+ years of market development, distributor management and selling experience.
- Wholesaler mgmt.; consumer need states; retail sales in chain grocery, independent liquor and on premise; thorough understanding of wholesaler operations; designing and executing radio merchandising activities; proven supervisory skills.
- Thorough understanding of \"New Ways of Working;\" as well as competitive activity, market information, and quality standards. Uses and executes metrics to measure performance Scorecard.
Skills: Persuasive selling, problem solving; planning/organizing; proficiency in MS office; financial acumen; excellent written/verbal communication; extremely positive; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented. Understands and applies interdependencies across functions.