Commercial Manager – Dominican Republic

STRATEGY AND PLANNING

• Definition of a long-term distribution model for the country.

• Performs the annual investing and sales estimate for each distribution area.

• Designs and implements actions within the Business Plan focused on the development of the distribution model.

• Ensures the correct implementation of the planned actions in the annual Business Plan.

• Maintains the correct stock levels in each distribution area.

• Analyzes all variables that can affect the development of the brand in his/her area of responsibility and defines action plans to manage deviations.

DISTRIBUTION PARTNER MANAGEMENT

• Create and develop strong commercial relationship with the top distributors, based on a win-win focus.

• Define and implement initiatives to constantly improve Red Bulls in store visibility and performance linked to perfect store standards.

• Ownership of distributors order taking (sell-in) and profitability

• Define and negotiate overall distributors KPIs including service level agreement (broken down from overall sales targets) to meet Red Bulls annual business targets: Volume Sales, Perfect Store Execution, Promotional Execution, Distribution of Range and Price Compliance and Effective Store Coverage

• Support DP in achieving set targets through:

• Defining together with Trade Marketing training concepts for the DP sales force (incl. Merchandisers) on Red Bull perfect store standards and execution of those

• Fuelling passion for Red Bull at Distribution Partner levels through defining with Trade Marketing efficient and effective recognition and reward programs

• Undertake systematic and regular store visits to identify gaps and opportunities.

• Analysing Distribution Partners performance and defining initiatives to meet set goals

• Prepare and lead monthly reviews with the top DPs

• Run sell in vs. sell out and stock on hand forecasts

• Is responsible for the correct management of the budget and for the control and replacement of the free goods

• Gathers in a periodical the necessary information from the distributors (stocks, global sales, agreed consumptions…) and shares it internally with the people who may be affected.

• Reports periodically about evolution of the Distribution’s objectives.

ADMINISTRATION

• Is responsible for the correct management of the budget and for the control and replacement of the free goods

• Gathers in a periodical the necessary information from the distributors (stocks, global sales, agreed consumptions…) and shares it internally with the people who may be affected.

• Reports periodically about evolution of the Distribution’s objectives.

PEOPLE

• Lead the Team by focusing on their strength to maximize their performance.

• Coach and development team individuals to step up the ladder of mastery in managing their accounts.

• Define and execute routines and call cycles for team securing optimal DP management.

• Being the role model to team in managing the DP through hand on approach.

ROUTE TO MARKET

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

• Define an innovative and profitable way for Red Bull to win market leadership ensuring the right coverage and sales targets are achieved.

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

• Carefully manage the Wholesalers network ensuring the price architecture is preserved.

• Higher commercial degree/ University Degree (business, marketing or similar).

• 6 to7 years sales experience in top FMCG sector (beverages preferred).

• Successful track record in defining and bringing route to market strategies to life.

• Successful track record in value chain analysis and implementation.

• Successful track record in managing sales team.

• Successful track record in key account negation favoured.

• Clear understanding of markets, sales & distribution, competitor activity, consumer behavior in FMCG context.

• Strong analytical, planning, and financial skills.

• Excellent negotiator and influencer (strong interpersonal skill).

• Strong analytical ability and commercial acumen to understand financial statements and market trends.

• Strong capability to develop complex top line strategies and ability to unpack and break down into sales initiatives.

• Leadership, Motivation and Team Management Skills.

• Able to work independently with responsibility, being organized, result driven and solution orientated.

• Fluent in written & spoken English.

• Strong presentation skills.