Department: Off Premise

Manager: Regional Field Sales Manager

Direct Reports : Financial and Trade Sales of all Channels, and DPMs.

Responsibility :

Scope : Defined geographical area with region

Total Org Head Count : 207

Key Contacts :

Internal:

Regional : Trade Marketing Manager, Local On Premise Manager, Regional Marketing Manager,Region Finance & Logistics.

International :

External :

Distributors / Distribution Partner, KA Regional/National Team, Store Managers and Top Accounts across Channels.

Purpose of the Job :

The FSM is supposed to manage and develop regional Red Bull business by building brand/size distribution and in-store marketing impact to maximise potential off-take in a defined geographical area. The FSM will deal mainly with RB regional distributors, as well as priority national & local accounts in retail and impulse. The purpose is to establish a relationship to implement the sales fundamentals, which drive our business. He is responsible for sales and volume growth with his customers via taking timely reporting from DPMs( Distribution Partner Manager), for building the brand in the area driving sell out vs. pushing selling in needs to be crystal clear, whilst building the capability of his DPMs via coaching and training.

Key Responsibilities :

- Undertaking of full responsibility for the sales plan fulfilment within defined geographical area.Set up a business and personnel relationship with distributors in order to ensure the long-term success of Red Bull. Implement the sales fundamentals (distribution, prices, placements, promotions, etc.) with the customer within the assigned area. Measure these fundamentals and adapt them in order to gain the maximum out of the growth potential. Make sure to offer tailor made concepts to the distributors in his area in order to create a win-win situation. Communicate the - World of Red Bull- in order to establish an innovative way of cooperation.

The FSM is responsible to track results in all the following areas:

- Distributor's performance in all sales fundamentals;

- Analysis on growth potentials and customer profitability;

- Analysis of promotional effectiveness;

- Long and midterm business planning on a Distributor/Cell level.

- Propose and get agreement for the long term Strategy on his/Distributor specific level. Lead and align the Distributors towards Red Bull strategies.

- Align with Regional Sales Manager /other departments (Marketing) on overall sales strategy. Link the specific Cell distribution strategy to the overall off premise strategy and define synergies with other customers/channels.

- Provide the necessary customer/area information as a basis for overall business planning and strategic decisions. Align with trade marketing and on premise in order to ensure Red Bull's sales strategies are executed correctly.

- Prepare and implement plans to sell volume to/from distributors, sub distributors and retail outlets to achieve sales and distribution targets, as agreed per distribution channel, in the defined geographical area.

- Ensure all potential outlets within a specific geography are covered by distributors- sales force each month as per agreed sales plan. Oversee distributor's coverage expansion to improve distribution within the defined channels and accounts.

- Implement sales incentive programs for distributors- sales forces and local trade promotions in order to achieve sales and distribution targets, as agreed per distribution channel, in the defined geographical area.

- Set guidelines for, and develop accurate measurements to track progress, on distribution, shelving, merchandising, and pricing in each outlet, city and geography in total.

- Ensure that RB-Distributor's merchandising team operates efficiently and economically in order to improve in-store brand/size distribution, shelf positioning, merchandising impact and strategic pricing accuracy for Red Bull

- Set and measure objectives for his direct/indirect subordinates and assess performance monthly.

- Responsible for the training, motivation and skill development of RB & Distribution Partner's merchandising personnel.

- Responsible for Warehouse (Inventory), Claim Management of DP and Effective implementation and usage of Automation.

- Training and Managing of DPMs, Front Line Strikers and DPs as per RB guiding norms and regulations to deliver Best in Class service, driving team motivations and development.

Education and Qualification :

1. Level: Graduation /Post Graduation

Experience :

1. Level: advanced sales manager

Content: FMCG sales experience 5-6 years, people & territory management experience 3-4 years; interest in Trade and Consumer marketing.

Well versed in working with Computers, MS Office knowledge is a must.

Knowledge and Skills :

1. Up to 35 years old

2. Team work & leadership skills, mature and pleasant person

3. Advanced in communication and presentation, planning & organizing

4. Flexible in mind, but structural and analytical thinking at the same time entrepreneurial skills and passionate about Red Bull brand.

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