Manage market and account planning, distributor execution, budget allocation and utilization, and performance evaluation within the defined territory / account universe.
Key Responsibilities: Work effectively in a matrix environment to deliver high quality distributor execution, achieve volume goals and manage allocated resources within guidelines and on strategy.
Requirements of the Role: Establish and manage chain account relationships as well as KPI's in the designated territory. Strong communications and collaboration with Region Market Manager/Directors. Critically necessary is complete alignment on depletions targets, executional KPIs and designated budgets by account, across all interfacing levels of the matrix: Region/Distributor.
Distributor and Team Management: 50%
> Conduct a monthly meeting with Regional Chain Team to discuss and review objectives for the next 120 days throughout the region.
> Meet with distributor VP, Chains semi-monthly (2X minimally) to ensure alignment on focus brands and programming priorities.
> Establish Chain/distributor KPI's: ensure alignment exists with the Region and measure progress monthly vs. KPI's and quantitative objectives (volume / spend).
> Coordinate and manage Chain Business Reviews (QBR), including presentation preparation, identifying key wins and successes, as well as risks and opportunities.
> Define, implement, and measure performance against qualitative objectives, including, but not limited to: distribution, display (shelf, floor, and cold box) pricing, and promotion by brand.
> Identify clear objectives and communication to distributor trade development activities:
- Ensure all allocated items / products and resources are secured in a timely manner
- Ensure proper distributor inventory levels are maintained throughout the year on all chain authorized products (thru collaboration with Market Directors).
- Effectively manage chain VAP / special package allocations: secure appropriate quantities, direct account-level allocations, ensure proper pricing / POS is in place and execution expectations are met.
- Ensure that distributor execution of NA Off tactical plans complies with strategic direction.
> Achieve qualitative and quantitative business objectives while operating within budgeted parameters.
> Work with trade development team and Region Market Managers/Directors to identify growth/account development opportunities: brand / size mix, pricing, merchandising, etc.
> Effectively direct, collaborate and influence the distributor chain team to achieve annual growth targets, continuously improve in-store execution (merchandising standards), and maximize effectiveness of market activities (POS, demos / samplings, displays, etc.).
> Coach and develop distributor chain team.
> Develop and implement a distributor training curriculum, in association with MH USA Human Resources training managers.
> Ensure thorough communication and execution focus against MHUSA retail account standards.
Account Level Management 30%
> Develop account plans, using national program themes, that capitalize on account opportunity identified through consumer, shopper and buyer insight/need
> Must have a thorough understanding of brand plans to assist in the development of sales presentations
> Develops and executes short and long term strategies to achieve customer need ensuring MH volume and profit attainment
> Use shopper and consumer insights to support argument for increased shelf, cold box, ad and display size and frequency, perform quarterly business reviews with all focus accounts to benchmark and adjust programs when appropriate
> Work closely with MH trade marketing to develop customize yearly program thematic that recognize customer need to secure primary display, ad, shelving and cold box locations (End cap goals should be established quarterly)
> Prepare "best in class" presentations in order to secure to secure the sale which includes a detailed analysis of the following:
> Prepare detailed sales presentations working with Insights team or 3rd party consultants to create consumer fact driven presentations that will sell the account on our brands and promotions.
> Prepare detailed annual account plans (Objectives, Goals, Strategies, Initiatives)
> Review of stock/inventory and allocation management to ensure that we can deliver the product
> Pricing preparation and analysis of unit price to show the account the average price of the product and to assist with cost of end product.
> Profit/Margin Analysis to determine the cost/benefit to both the account and MHUSA.
Business Analytics: 20%
> Create promotion recap reports; include ROI for top Chains throughout the Region and categorize promotions as green vs. red light.
> Utilize the category management team / resources available to analyze channel, account and brand performance quarterly. Jointly develop a standard way of working with NA Off team to ensure timely, accurate and insightful reporting.
> Ensure distributor adherence to respective pricing strategies and compliance with approved pricing structures. Provide guidance and input to region on chain dynamics and pricing management at the retail tier.
> Analyze NA Off reports / data to understand depletions vs. sell through, identifying balance of year risks and opportunities, and communicate same to Region and National Accounts stakeholders.
> Direct the monthly MRF process for chains
> Consolidate NA Off and distributor feedback / insights to provide best estimate of performance by brand.
> Establish standard operating procedures with distributor trade development team to ensure timely reporting, KPI focus, accurate and effective performance management
Budget Planning: 10%
> Develop and Manage Region Chain Accounts budgets in coordination with Region Chain Budget
> Plan and manage consumer programs / promotions in conjunction with MH USA Chain Team (Scan Calendar, merchandising / display programs, etc.).
> Actively engage in the MHUSA Planning process, further linking Region and National Accounts; identify gaps, ensure budgets are aligned, and all anticipated budget item costs are captured.
> Coordinate and incorporate NA Off Director in distributor planning, communication and roll-out activities, ensuring clarity of understanding and aligned ownership of performance expectations.
SKILLS, EXPERIENCE AND QUALIFICATION REQUIRED
Education: Bachelor's degree required, Advanced degree desired
Skills: 6 to 8+ years business experience in Sales Management and Leadership role within the Beverage Alcohol Industry. National Accounts Off-premise chain experience required. Strong business and commercial orientation required, in addition to strong leadership, collaboration, and communication skills, as well as the ability to deal with ambiguity and effectively work in a matrix structure.
Must have strong personnel management and analytical ability.
Must be able to motivate and influence others in order to achieve objectives.
Strong systems understanding, time and general management skills are required.
Must be able to make difficult decisions and engage effectively with senior levels of management.