VP, Distribution

Company Description

There will be a case study for this role as part of the interview process. 

The Vice President of Distribution’s (VPD) main priority is to ensure retail execution excellence by driving Red Bull’s Distribution objectives through a specific group of Directors of Distribution and Distributor Partner Managers. Key responsibilities include coaching and developing direct reports, driving the distributor network management system to effectively plan, measure, and steward Distributor Partner performance, ensuring sales objectives are met, and execute RBNAs distribution strategy to perfection. The VPD will be the key owner of all Distributor Partner plans, activities, and results within the Region. 

Job Description

STRATEGIC BUSINESS PLANNING  

Drive distributor partner management system to ensure retail execution excellence, and performance objectives are met  

Ensure effective annual business plans are developed, to achieve DP alignment and commitment to Red Bull business objectives and in-outlet execution targets. 

Prioritize performance opportunities and provide direction for Distributor resource allocation. 

Maintain measurement system to monitor performance. 

Continuously track performance against defined business metrics and in-outlet execution standards. 

Review and analyze performance and make recommendations for improvement.  

Benchmark against standards and identify/implement system best practices. 

Define and sustain an effective stewardship routine, to influence and reinforce Distributor Partner performance. 

Ensure the development of strong working relationships with distributors at all levels of key decision makers.  

Define and manage the appropriate management routines, call coverage/frequency model, and business reviews to effectively influence and maintain DP commitment.  

Identify opportunities for performance improvement and provide direction to course correct as necessary.  

BUILD, DEVELOP, AND LEAD A HIGH PERFORMING  

Establish, and maintain the appropriate Region coverage model, to effectively manage the distribution network. 

Identify team/individual skill development opportunities and utilize the appropriate training program(s) for improvement.  

Manage, Coach, and Teach DODs, and Tier II Managers to build capability and motivate high performance.   

Identify career development opportunities.  

Spend adequate time with team in office and field to build capability and improve performance. 

Defined team meetings, ride-withs, and performance reviews with distributors. 

Reviews personally the top distributors' performance and capabilities on a regular basis.  

LEAD AND EXECUTE RBNAs DISTRIBUTION STRATEGY  

Coordinate with HQ National Distribution to leverage input and alignment to approach. 

Analyze and continuously monitor existing Distributor Partner performance and capabilities. 

Project future distributor network opportunities and recommend plan to address.   

DEVELOP AND GROW THE INDEPENDENT CUSTOMER UNIVERSE 

Identify customer base and prioritize resource investments across independent stores, Tier II local chains, and Independent Wholesalers 

Utilize an effective VIP program that ensures in-outlet performance objectives are met. 

Ensure an effective management system is in place to drive distributor VIP execution and monitor performance. 

ENSURE THE EFFECTIVE EXECUTION OF THE INDIVIDUAL CHANNELS OF TRADE OBJECTIVES. 

Coordinate with SAMO to provide consistency in execution and alignment against key initiatives. 

Define and deliver specific Region target lists for DP prioritization and implementation.. 

Utilize distributor management system to effectively measure and manage execution. 

Deliver the appropriate dedicated focus from the DPs across all channels of trade, agnostic of VPO. 

DRIVE CROSS COLLABORATION  

Communicates regularly and works effectively with regional and SaMo team  

Fosters and maintains relationships with all departments and functions to leverage input and more effectively implement key initiatives.  

Continuous evaluation of all processes and tools with recommendations for improvement. 

Qualifications

12+ years of Sales and Distributor/Key Account management experience with a strong track record of success 

Strong analytical skills and experience using internal and external data sources (i.e. Nielsen, PRISM) 

Leadership capabilities to recruit, train, develop and motivate the regional teams

Negotiation experience 

In-depth knowledge of FMCG and DSD industry 

Bachelor’s Degree preferred or equivalent work experience  

Must be Fluent in Engl