HireDiversity

Distributor relationship and performance management

§ Responsible for being the single point of contact for the JV for the distributor

§ Drive customer and solution based selling with Distributors

§ Accountable for volume, profit ,and share performance at assigned distributor

§ Distributor management and scorecard and KPI management

§ Provides value added solutions and problem solving(Retail solutions expertise and leadership)

§  JV Goods and services value added identification and delivery

§ Collaboratively develop retail execution standards and ensure distributor compliance with defined JV sales standards

Business Analysis and Collaborative planning

§ Understanding brand programming and communicating to distributors, specifically provide expertise and communication/leadership on JV 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

§ 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 GM

Budget

§ Effective budget management

In Market execution

§ Responsible for in outlet selling – on premise/Hispanic

§ 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  JV defined sales standards

§ Development and execution of retail sales standards(AMPPS)

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

§ Own the development of JV 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.

§ Prepare annual distributor performance review

• Demonstrated success in relevant prior work experience.
• Prior sales experience in CPG preferred
• Experience selling in a Direct Store Delivery environment preferred
• Four year college 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

• Effective interpersonal and communication skills

§  Effective analytical skills – basic finance/business skills

§  Effective problem solving

§  High energy team player with strong social skills