Head of Distribution - Off Premise chez Red Bull South Africa (PTY) LTD.

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.

PEOPLE 

Lead the DPM Team by focusing on their strengths to maximize their performance 

Coach and development 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 analyzing geographic areas to understand outlet and sales opportunity within identified areas through trade visits

ROUTE TO MARKET

Define new and constantly optimize existing route to market distribution partner model to meet business growth targets

Define and innovative in profitable way for Red Bull to win market leadership within main market and independents liquor

Ownership of managing business within the defined pricing and profitability guidelines and budgets

DIRECT DISTRIBUTION PARTNER MANAGEMENT

Create and develop a model on how Red Bull can improve and win distribution through direct distribution

Build strong commercial relationship with our partners sales teams across all regions based on a win-win focus 

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, Price Compliance and Effective Store Coverage

Fueling 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

Prepare and lead the contract negotiation process

STRATEGY AND PLANNING

Responsible for creating a Business Plan in close co-ordination with the larger DPM team

Set, track, and drive all DP sales regions against the annual business plan

Responsibility for creating and developing a strong commercial plan to grow distribution and SKU listings, i.e. Horizontal and Vertical distribution

ADMIN

20% of time in field and 80% 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 

Prepare review meetings (on a monthly/quarterly basis) via his/her team with all responsible sales regions to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to head of distribution and shared internally with 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 minimize the threat of cross channel cannibalization and to maintain profitability

Bachelor's Degree

6–8-years sales experience in FMCG

Excellent understanding of RTM environment in South Africa / the region (ideally On-Premise RTM)

Strong track record of growing product distribution in South Africa

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

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 organized & able to handle multiple priorities in a relaxed manner

Able to see tasks through from inception to completion

Professional, focused, responsible & passionate approach to tasks - Excellent negotiation skills to lead negotiations with our partners

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.