HireDiversity

Distributor Planning, Distributor relationship and performance management

§ Develop and sell-in business plans that will grow the MillerCoors business in On Premise

§ Identify opportunities, and assist in addressing, to grow distribution or improve execution in the On Premise Channel

§ Execute the Corporate On Premise Strategies

§ Provide key data points to distributors and peers on On Premise performance

§ Identify trends and develop tactics to maximize MillerCoors performance

§ Provide value-added solutions and problem solving to our distributors.

§ Collaboratively develop retail standards and ensure distributor compliance with the standards

Business Analysis and Collaborative planning

§ Understanding brand programming and communicating to distributors, specifically provide expertise and communication/leadership on MillerCoors portfolio management strategies, brand priorities and program, sales strategies; go-to-market pricing strategies; and chain selling/execution. 

§ Problem solving and opportunity identification

§ Direct and collaborate with assigned distributors on development of the Annual distributor business plan for the On Premise Channel

§ Development of market areas segments to focus and how to win strategies

§ Development and leadership of the Trimester and monthly plan development and active in-market implementation/execution/evaluation

§ Scorecarding and KPI development, alignment, tracking.

§ Monthly forecasting input into the DSM

§ Alignment with MillerCoors Chain Team on key local chains to develop and implement programs which include call point coverage

Budget Management

§ Manage sales tactical budget

§ Maximize price promotion strategy and activity

§ Effective budget management

In Market execution

§ Responsible for in outlet On Premise selling –

§ Accountable for the analysis, segmentation and development of target account list as well as owns the implementation of the strategy within assigned distributors

§ Development and execution of  MillerCoors defined sales standards

§ Development and execution of retail sales standards (BEER)

§ Own the execution of the MillerCoors portfolio in territory (distribution, display execution, distributor service policy)

§ Own the development of MILLERCOORS portfolio brands (identifying and prioritizing brand building opportunities for each assigned distributor.

§ Local pricing management/intelligence

§ Regular in-market work with schedule to evaluate effectiveness of plan implementation as well as in identifying retail volume/profit opportunities.

§ Participate in annual distributor performance review

• Minimum of three years of relevant experience
• Prior sales experience in CPG preferred
• Experience selling in a Direct Store Delivery environment preferred
• Bachelors’ degree is preferred

• Retail and customer solution based selling ability
• Customer Focus
• Collaboration
• Negotiation - Persuasion
• Planning and Organization
• Initiative
• Business analysis and opportunity identification
• Working knowledge of distributor operations (value drivers, supply chain management ,service policy, cost drivers, DGP and basic financial measures, selling and delivery systems)
• Execution expertise (providing direction and solutions to improve in market execution
• Ability to identify internal control gaps at  distributors and provide solutions)
• Pricing strategy and in-market tactics
• Financial/budget acumen

• Effective interpersonal and communication skills

§  Effective analytical skills – basic finance/business skills

§  Effective problem solving

§  High energy team player with strong social skills