HEINEKEN USA Inc., the nation's leading upscale beer importer, is a subsidiary of Heineken International BV, the world's most international brewer. European brands imported into the U.S. include Heineken Lager, the world's most international beer brand, Heineken Light, Amstel Light, Newcastle Brown Ale, and Strongbow cider. HEINEKEN USA also imports the Dos Equis portfolio, Tecate portfolio, Sol, Indio, Carta Blanca and Bohemia brands from Mexico. For a safe ride home, download the HEINEKEN USA-sponsored Taxi Magic™ application from your smartphone at taximagic.heineken.com.
Area of responsibility: One or more distributors in your DMA
· Charged with driving superior sales performance through distributors and retailers for an assigned geographic area. Responsible for linking the distributor management strategy with local execution in the Win and Play Markets.
Annual target retail account selection and planning: Participate in the selection and planning of target retail accounts
• Lead direct reports in the selection of accounts (where applicable)
• Review and approve account plans.
• Ensure distributor segments all retail accounts (on and off premise).
• Ensure distributor understands “must-win” accounts and associated objectives; agree to specific draught and packages.
Annual distributor planning (strategic): Drive the planning process with assigned distributors:
• Understand distributor policies (e.g., coverage and service)
• Communicate HUSA objectives in the context of how distributor manages / prioritizes HUSA’s brands within their portfolio
• Outline HUSA’s promotion plan.
• Communicate HUSA's on-premise agenda and brand differentiation.
• Build collaborative plans with distributor partner driving share of focus against the entire portfolio. Ensure commensurate levels of MBO inclusion and resource allocation.
• Communicate national and regional commercial priorities.
• Develop and communicate zone-based initiatives that support commercial priorities.
• Provide guidance on decisions that will affect distributor pricing and margins.
• Identify and communicate risks and opportunities.
Incentive programs: Develop and implement distributor-specific incentive programs to drive incremental performance, address market opportunities and close gaps against distributor business plans.
Trimester plan and business review (operational): Outline HUSA’s plan for coming trimesters with distributor’s senior leadership:
• Review prior trimester’s performance and identify improvement opportunities.
• Define co-op and POS commitments.
• Identify challenges and work to find solutions.
Follow-up with communications from HUSA national accounts teams to secure commitments and ensure appropriate understanding of expectations.
Monthly planning and business review (tactical): Assess prior month and plan for coming month:
• Review prior month’s performance versus plan and identify improvement opportunities, including spend against programming.
• Ensure alignment on tactical activities for the coming month with retail sales leads.
• Lead all required internal communication
Follow-up with communications from HUSA national accounts teams to ensure appropriate understanding.
POS Management: Propose POS order for distributors and allow distributor to revise. (MM only)
New products: Create plans and targets for new products.
Forecasting: Provide input on SKU –level sales and QD/promo forecasting for monthly and end-of year. Utilize DOH tracking.
Work-with planning: Understand distributor’s priorities for work-withs and establish targeted number of work-withs in a given time period (e.g. 2days per month). Work with each direct report at least once-per month.
Retail schedules: Set weekly or bi-weekly schedules of direct reports.
Work-withs: Conduct work-withs and debrief with appropriate distributor personnel at the end of each day. Summarize work-withs each month on a "hot sheet" and communicate to respective distributor for action and follow up.
Retail standards: Ensure distributor understands retail Green standards (e.g., distribution, shelf, display, visibility, staff training) and are positioned to execute effectively. Additionally, ensure distributor understands products, various beer styles, etc.
Incentive programs: Manage distributor-specific incentive programs.
Distributor sales meetings: Participate in distributors’ sales meetings at least once per month. If not allowed, find another venue to get in front of sales people.
Crew drives: Develop and lead crew drive execution.
Issue resolution: Serve as the primary issue resolution contact for distributor.
Bill-backs: Process all QD/Promo reimbursements in a timely manner.
Retail standards: Ensure distributor effectively executes against green standards and specific account objectives, including retail price points; take appropriate corrective/improvement actions as appropriate. Conduct consistent retail audits to ensure standards are being executed and met.
Performance tracking: Track performance against goals in target accounts. Take appropriate corrective/improvement actions as appropriate.
Qualtric surveys: Oversee execution of qualtric surveys.
• Fundamental business skills
• No people management experience necessary
• Previous distribution management &/or industry experience required, 3-5 yrs
• Retail trade management required
Background / Experiences:
· Bachelor’s Degree
· Off-premise knowledge in all channels.
· Financial & Business Acumen: financial impact on pricing decisions: blended margin and QD promo.
· Distributor dynamics / distributor management (incorporate distributor GMs, how to be value added partner with distributor; how to ask the right questions).
· Portfolio Management (manage upscale beer as a segment expert; embed the terminology of upscale beer into distributors’ vocabularies).
Heineken - 9 months ago
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Heineken is one of the world's leading brewers, with a wide international presence through a global network of distributors and breweries....