Senior Market Manager

We Go Places! How about you?
Location: Boston, Massachusetts
Function: Commerce
Sub Function: Commerce - Sales - Functional Management
Type of contract: Permanent

 

 

Position: Senior Market Manager

Reports To: Zone Director

Department: Sales

Location: Boston, MA

 

About the Role:
The Senior Market Manager is responsible for strategic planning and implementation of initiatives that generate the highest return and produce the most value towards achieving HEINEKEN USA’s performance goals through key distributor partners. The Senior Market Manager has a high level of visibility and expected influence with key distributors in planning and executing strategic market activities, identifying market opportunities, and driving alignment with HEINEKEN USA’s strategic initiatives. This role has accountability for key markets with accelerated investment, focus and complexity, and must have demonstrated the skills needed to succeed.

Key Responsibilities:

 • Using a decile approach, manage and implement monthly and annual strategic business planning processes that drive volume and expand distribution.
• Collaborate with distributors to embed Excellent Outlet Execution of PicOS Standards within the distributor network and ensure execution of programming that targets packages to retail outlets and properly manages volume and revenue for the retailer to achieve objectives.
• Work as a consultant to key distributor executives to uncover insights and opportunities that drive the achievement of HUSA business objectives while supporting their goals and processes.
• Manage a team of Sales Specialists by leading and coaching to set goals, schedule trade work-withs, conduct one-on-one meetings, develop the skills to meet key priorities, and identify desired career path expectations.
• Provide coaching for sales teams to develop a staff that is committed to value creation; highly organized; communicative; has a deep knowledge of HUSA products, competitors, and the market; and possesses professional honesty, and excellence in follow through in execution.
• Work closely with the internal operations team, distributors, retailers, and chain teams to proactively plan optimized inventory levels and minimize out-of-stocks.
• Collaborate with distributors to influence decisions across their organization and retailers and be the expert in data and process management for them.
• Utilize data insight tools to ensure execution excellence, find market opportunities, and develop them into compelling selling stories to effectively implement programming and align the distributor and retailer organizations.
• Align and influence the distributor network to execute against national, regional, and local chain priorities.
• Collaborate with national and regional marketing teams and marketing agencies on key local sponsorships for success in local activation. The Senior Market Manager may have responsibility for execution of regional sports sponsorships, or national level events.
• Manage financials, including oversight of pricing, inventory and bill backs, department/market, and distributor budgets, invoicing and expenses; manage the strategic allocation of resources across multiple distributors to ensure the greatest return on resources

 

Heineken Behaviors:

Our 4 Heineken Behaviors CONNECT SHAPE DEVELOP DELIVER enable the delivery and evolution of our company strategy and form the core of our company culture.

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Basic Qualifications/Requirements:
• Bachelor’s Degree required • Minimum of 5 years of relevant experience
• Experience managing within retail and/or three-tier distribution environment
• Financial and business acumen in the areas of data analysis, reporting, market knowledge
• Knowledge of PowerBi and The Source, and the ability to use the data derived from these tools on a strategic level to drive insights and create selling stories
• Deep understanding of supply chain, forecasting processes, and tools, and the effects throughout the system
• Passion for winning/drive for success
• Ability to prioritize

Preferred Qualifications: • Experience with strategic business planning
• Sales team leadership experience desired
• Sales Excellence: Understanding Distributor Dynamics, Selling & Negotiation Skills, Sales Performance Management
• Strong presentation skills and ability to lead effective sales meetings
• Strong functional capabilities in Microsoft Office, specifically Xcel and PowerPoint

 

Physical Requirements:
• Must be able to lift up to 32 lbs
• Frequent stooping, reaching, bending, and twisting required
• Must be able to walk, stand, and sit in a vehicle for extended periods
• Must be flexible to work evenings and occasional weeke