Head of Distribution

Company Description

Leading and mentoring a team who is responsible for ensuring that Red Bull is the #1 distributed energy drink in South Africa, by deriving and owning the strategy through horizontal and vertical reach opportunities. Red Bull should be available and within arm’s reach to every consumer in South Africa every day and displayed in a premium way. A key element to achieving this objective includes identifying, selecting, negotiating, and managing the right partners to ultimately deliver profitable and sustainable growth.

Job Description

 People

• Lead the DPM/Wholesale Team by focusing on their strengths to maximize their performance
• Coach and develop team individuals to step up the ladder of mastery in managing their partners / accounts
• Define and execute routines and call cycles for team securing optimal DP management
• Own the relation to the top accounts and business partners
• Be hands-on for building strategy but also demonstrating and showcasing how it is done
• Responsible for analysing geographic areas to understand outlet and sales opportunity within identified areas though trade visits

Route to Market

• Define new and constantly optimize existing route to market distribution partner model to meet business growth targets
• Define an innovative and profitable way for Red Bull to win market leadership within main market and independents
• Ownership of managing business within the defined pricing and profitability guidelines and budgets

Direct & Indirect Distribution Partner Management

• Create and develop a model on how Red Bull can improve and win distribution through the direct distribution model, as well as through strong execution and availability across the independent wholesale channel
• Build strong commercial relationships with the national and regional DP teams
• Drive profitable and sustainable volume growth through distribution initiatives
• Build winning initiatives to drive reach, sales targets, and our execution in all channels
• Define and implement initiatives to constantly improve Red Bull’s in outlet/store visibility and performance linked to perfect outlet/store standards

• Define and negotiate together with your team overall distributor KPIs (broken down from overall sales targets) to meet Red Bulls annual business targets: Volume Sales, Execution, Promotional Execution, Distribution of Red Bull brand portfolio and Effective Store Coverage
• Fuelling passion for Red Bull at customer levels through defining with Trade Marketing efficient and effective recognition and reward programs
• Undertake systematic and regular store/outlet visits to identify gaps and opportunities
• Prepare and lead monthly & quarterly reviews with the DP’s
• Prepare and lead the contract negotiation process

Strategy and Planning

•  Responsible for creating a Business Plan in close co-ordination with the larger DPM teams
•  Set, track, and drive all DP Sales Districts against the annual business plan
•  Responsibility for creating and developing a strong commercial plan to grow distribution and SKU listing in the Non-Musketeer/Striker Managed account Universe via the distribution partner

Administration

• 60% of time in field and 40% of time spent on analysis, planning and reporting
• Responsible for managing the stock forecast process with the DP and with support from the internal operations team
• Responsible for the correct management of the yearly regional budget and the control of all free goods
• Responsible for preparation of annual negotiations
• Prepare review meetings (on a monthly/quarterly basis) via his/her team with all responsible sales districts to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to both Sales Directors and shared internally with the Musketeer team and other key stakeholders
• Manage and secure efficient POS stock and handling as well as ROI management
• Close alignment of pricing and promotions with all necessary key stakeholders (MD, Off Premise, On Premise and Finance) to minimise the threat of cross channel cannibalisation and to maintain profitability

Qualifications

University Degree (Business, Marketing or similar)

6–8-years sales experience in FMCG

Excellent understanding of RTM environment in South Africa (ideally Off-Premise RTM)

Strong track record of growing product distribution in South Africa

Clear understanding of markets, sales & distribution, competitor activity, consumer behaviour

Strong track record of successful price increase implementation

Previous management / leadership role

Strong communications skills (verbal and written)

Strong analytical and financial understanding

Excellent problem-solving skills

Advanced experience with Microsoft Excel

Self-starter with initiative & attention to detail

Well organised & able to handle multiple priorities

Able to see tasks through from inception to completion

Professional, focussed, responsible & passionate approach to work

Additional Information

This job description is not exhaustive of the potential duties that the successful applicant will be required to perform, and is provided solely to assist potential job applicants in determining their suitability for the role and to apply for the job. It is not an offer of employment and Red Bull is under no obligation to hire an applicant who submits an application.