On Premise_ Distribution Partner Management Manager/Supervisor

The objective of the On Premise Distribution Manager is to set the strategic direction that will deliver the largest opportunity for sustained growth within the entire On Premise channel via distribution partners (if applicable), wholesalers and external sale force companies. The On Premise Distribution Manager is responsible for managing the entire On Premise 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.

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 (OPM, 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. Including P4P (pay for performance) programs and incentives.
• Performs the annual sales and distribution forecast for each distribution partner (if applicable), wholesaler and external sale force company along with the proposed investment.
• Set up right P4P (pay for performance) programs and incentives focusing on T1 and T2 execution standards in line with territory and overall On Premise strategies.

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.

Business Intelligence

• 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.
• Organize and execute partner training to ensure execution and standards that reflect On Premise and overall market strategies.

• 5 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).
• Drivers license.
• 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