Distribution Manager (Distribuidor Especializados/Mayorista)

Red Bull; Ciudad de México; On-site; MXN 900,000 - 1,500,000; Full time

Job summary

Red Bull Mexico is seeking a Distribution Manager to set the strategic direction for On Premise distribution and growth. You will manage distribution partners, wholesalers, and external sale force companies to maximize coverage, profitability and brand presence in the country.

You will drive long-term distribution models, annual business plans, and cross-channel collaboration, while leading a high-performing team and aligning pricing, promotions, and forecasts with key stakeholders.

Qualifications

• University degree preferred (business, marketing or similar).
• 4+ years distribution/supplier experience preferred (beverage industry preferred).
• Proven track record leading wholesale and external sales forces (+3 years).
• 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.

Responsibilities

• Fully responsible for achieving volume and distribution targets in On Premise channel.
• Maintain stock levels with distribution partners, wholesalers and external sale forces.
• Align pricing and promotions with key stakeholders to minimise cannibalisation and sustain profitability.
• Coordinate cross-channel volume splits with Off Premise on a quarterly/bi-annual basis.
• Create long-term distribution models and business plans for the country.
• Develop strong commercial plans to grow distribution and SKU listing.
• Lead annual joint business planning with distribution partners and Tier 1 wholesalers.
• Forecast annual sales and distribution with partners and proposed investments.
• Lead, motivate and develop the wholesale and external sales teams; visit markets regularly.

Skills

Strategic thinking

Business acumen

Communication skills

Negotiation

Analytical skills

Independence

Team leadership

Education

University degree preferred (business, marketing or similar)

Tools

Word

PowerPoint

Excel

Job description

• Full-time
• Travel: 50-60
• Organization: Red Bull Mexico
• Job type: Permanent

Company Description

The objective of the Distribution Manager is to set the strategic direction that will deliver the largest opportunity for sustained growth within the entire channel via distribution partners (if applicable), wholesalers and external sale force companies. The Distribution Manager is responsible for managing the entire volume and distribution business in an effective way to deliver this strategy. The On Premise Distribution Manager has to continuously drive for maximum account coverage in the On Premise channel in order to maximise sales and volume while establishing strong relationships with distribution partners (if applicable), wholesalers and external sale force companies. This strategy needs to be profitable, efficient and ensure a continuous development of our brand in the On Premise channel.

Job Description

DRIVE NATIONAL OBJECTIVES

• Fully responsible for achieving the business plan targets for volume and distribution for the On Premise channel.
• Maintains the correct stock levels with each distribution partner (if applicable), wholesaler and external sale force company.
• 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 profitability.
• Responsible for coordination of the cross channel volume split with Off Premise on a quarterly/bi yearly basis.

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 and external sale force companies to deliver the long-term distribution model for the country.
• Responsible of creating and developing a strong commercial plan to grow distribution and SKU listing in the Non-Musketeer Managed account Universe via the distribution partner (if applicable), wholesalers and external sale force companies.
• Responsible for the annual Joint Business Plan with the distribution partner (if applicable) and the Tier 1 wholesalers.
• Performs the annual sales and distribution forecast for each distribution partner (if applicable), wholesaler and external sale force company along with the proposed investment.

SALES MANAGEMENT AND LEADERSHIP

• Uses the Wholesale Segmentation Tool to evaluate the Wholesale channel and Tier accordingly.
• Uses the External Sale Force Sales selection criteria toolbox to select the right partners.
• 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 sale force sales representatives to stay connected to the market.
• Prepares and runs effective team meetings with the distribution partner (if applicable), wholesale and external sale 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 sale force companies in order to ensure the long-term development of distribution, volume and brand.
• Leads his/her team by focusing on their strengths in order to maximise their performance and potential.

ANALYSIS

• Consistently analysing 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) from the distribution partner (if applicable), wholesalers and external sale force companies. 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 goods.
• Prepares, organises and executes review meetings (on a monthly/quarterly basis) with all distribution partners (if applicable), Tier 1 wholesalers and external sale force companies to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to the National On Premise Manager and shared internally with the Musketeers team and other key stakeholders.

Qualifications

• University Degree preferred (business, marketing or similar)

+4 years Distribution and/or Supplier experience preferred (beverage industry preferred).

Successful track record in leading, managing and motivating wholesale and external sales forces (+3 years).

Proficient in Word, PowerPoint, and Excel.

Strategic thinker with strong business acumen and the 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.

Additional Information

We believe in the potential of everyone to give wiiings to people and ideas, regardless of gender expression, race, religion, affective-sexual orientation, origin, age and disability. In the world of Red Bull, everyone is welcome.