Trade Development Manager - Chicago
Red Bull North America, Inc. 363 reviews - Chicago, IL

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Trade Development Manager - Chicago (

Job Number: 005303 )

PURPOSE OF THIS JOB

The Trade Development Manager's (TDM) main priority is to provide distributor partner management and service to the C level distributor partners (DPs) in the most effective and efficient manner possible. C level DP's are classified by selling less than 100,000 cases annually. TDMs will use regularly scheduled telephone contact and electronic communications to manage the C level distributors. TDMs will accomplish the following goals:
· Provide consistent service and follow up to the C level DPs
· Ensure that the C level DPs receive the tools they need to achieve the RBNA goals within their territory
Key responsibilities include:

DP Execution Management:
· communicating short and long term RBNA priorities
· ensuring that DPs have the correct route-to-market structure and support services to execute at the level required by RBNA
· driving and managing key RBNA initiatives
MAJOR ACTIVITIES TO ENSURE ACHIEVEMENT OF KEY RESULTS AND DELIVERABLES
1. Communicates RBNA's Strategy, Merchandising Standards, and Key Account Programs
a. Coordinates with DPs to explain and implement Red Bull business strategies and initiatives
i. Develops communication process to ensure proper DP alignment and understanding of strategies and goals
ii. Utilizes and follows standard RBNA systems to track and benchmark DPs against key initiatives/goals and other DPs
b. Ensures DPs fully understand and execute RBNA merchandising standards consistent with Headquarter Sales Group (HQSG) guidelines
i. Assists in developing Sales Books and training to guarantee Sales Reps clearly understand merchandising standards (i.e. product flow, sku priorities by channel, display merchandising, pricing, etc.)
2. Follows set DP telephone contact schedule as defined by the RBNA DP Call Frequency Policy (no less than monthly contact) to discuss
a. Business reviews
b. Resource requirements per the RBNA standards
c. Route-to-market structures
d. Key Account Programs
e. Conduct DP telephone sales meetings per the agreed to RBNA meeting plans
f. Provide training to DP management, ASMs and sales reps
g. Recap Retail execution performance
h. Perform execution gap analysis
i. Determine corrective action programs to close execution gaps
3. Business Planning Communication and Coordination
a) Utilizing the tools provided by RBNA, communicates RBNA execution goals (volume, distribution, etc.) to the DP. Oversees the DP's development of the annual business plans with regards to organization requirements, distribution, volume, investments, and KPIs
i. Secures agreement on necessary subjects and implements monthly scorecard to review progress (distribution build-up by month/channel, organization build-up by month/channel, sales forecast by month/channel)
ii. Consistently communicates with DP ownership and top management to guarantee alignment
4. Administrative Duties and Reporting Requirements
a. Perform routine administrative duties as required
b. Perform RBNA reporting as required by Headquarters and the BU
c. Establishes POS allocation by distributor
d. Coordinates with Business Unit office personnel to issue on-going updates against allocation
e. Keeps DP abreast of any new POS items and applicable allocation/timing
5. Business Intelligence
a) Maintains strong working knowledge of all Red Bull systems (PRISM, COGNOS, etc.)
b) Develops knowledge of key account systems and how they relate to DP (i.e. Exxon's GROC, Walmart's centralized billing)
c) Reviews monthly TDLinx 'buy' and 'non-buy' reports against goals and issues follow-up objectives
d) Proactively uses Out-of-Stock analysis to ensure proper merchandising personnel is in place
e) Holds DPs accountable for data submission into PRISM to ensure accurate and timely information
6. Distributor Structure and Accountability Expertise
a) Thorough working knowledge of distributors internal systems and structure
i. Understands distributor's hierarchy and has relationship from the top down (Owner to Managers)
ii. Clear understanding of the person responsible and accountable for tasks or programs within distributorship
b) Working knowledge of routing procedures and able to suggest better route to market and/or manpower needs based on distribution and account frequency
c) Knowledgeable on reps and area manager's pay structure in order to program and hold accountable
d) Ability to communicate and share best practices from other DP on structure accountability systems
7. Misc.
a) Share and enforce guidelines with regards to RBNA's inventory policy
b) Provide on-going feedback relative to DP performance against objectives and KPIs
c) Develops working knowledge of geographic and demographic areas in assigned geography
d) Develops expertise with regards to product competition and distributor competition in respective area
e) Communicates regularly and works effectively with all BU sales team (On-Premise, key accounts, NT) and marketing people to secure full alignment of the BU goals with the DP
TRAVEL
1. There are no travel expectations for this position
Qualifications
KNOWLEDGE, SKILLS AND EXPERIENCE
1. Ability to lead, manage and motivate distribution partners with experience - Minimum of three years of experience
2. Minimum of two years of wholesaler sales management and operations experience
3. Excellent MS Office skills: Windows, Word, PowerPoint, Excel
4. Excellent phone and overall communication skills
5. Minimum of one to two years of key account beverage sales experience preferred
6. Supplier experience preferred
7. Strong communicator and motivator
8. Excellent negotiator and influencer
9. Highly numerate and analytical
10. Clear and proven ability to implement successful trade sales and marketing programs
11. Strong knowledge of consumer marketing principles
12. Successful track record in managing teams
13. Creative mind, outgoing personality and friendly
14. Able to work independently with responsibility
15. Strong personal organization skills
16. University - Bachelor's Degree required
17. Drivers License

About this company
363 reviews