Distributor Manager, Houston
Decision Making/Financial Responsibility
Management of six wholesalers with interaction and strong relationship building with owner/senior mgmt. through to the sales reps. Responsible for 800K cases. Deliver agreed upon AOP depletion targets. Meet monthly and qrtrly execution targets. Deliver shipments to contractual DSI obligations. Manage trade other and price spends to agreed-upon rate per case. Negotiate and maximize Beer & PAB wholesaler investment and evaluate impact. Develops and id’s sales forecasts/budgets through previous experiences and agreed forecasting techniques.
Management Responsibility
· Briefing wholesalers on plans/initiatives, quarterly plans, kick-off meetings, ABPs, business reviews etc
· Time in trade on work-with’s with the wholesaler – principle to sales rep level. Wholesaler mgmt. in person & via phone ensuring follow up and regular wholesaler conversations re: performance, programming, and other issues as needed.
· People: Responsible for managing market level chain programming execution.
Complexity of Role
Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, follows-up and uses metrics to measure performance and process, ie. Scorecard. Supervise Sales Specialists. Manages a minimum of 800,000 ces total volume. Market complexity may be High (on/off mix, price controlled state Min 3 ABP wholesalers etc)
Key Outputs:
· Analyze and plan wholesaler business- monthly, quarterly, and annually
· Develop wholesaler/retailer goals for visibility, distribution, display execution, promotions/ samplings, pricing, shelf mgmt., and quality measures (QDVP3)
· Create and implement incentives to motivate wholesalers to execute against the key sales drivers by brand
· Plan and manage investment (Beer & PABs)
· Plan and execute kick-off meetings for new innovation and programming initiatives throughout the year
· Negotiate and price structure with wholesaler to ensure pricing strategies
· Analyze segment retail accounts in on/off premise channels to focus activities effectively. Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.
Qualifications and Experience Required:
· 4 year college degree; MBA preferred.
· Must have 3+ years of market development and selling experience.
· Previous wholesaler management experience would be ideal
· Proven supervisory skills.
· Must know Diageo Products/history.
· Uses and executes metrics to measure performance Scorecard.
· Proficiency in MS office
· Excellent written/verbal communication.
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