Distributor Manager, Metro New York

Complexity of Role:

• Planning/leading wholesaler execution through achievement of monthly, quarterly, and annual business plan targets. Sets goals, drives accountability for wholesaler execution and use metrics to measure performance and processes. This is primarily achieved through effectively leading, planning, directing, motivating, training and measuring the Distributor organizations.

• Role significantly influences the distributor teams, maintains a two-way collaborative dialogue emphasizing teamwork and getting results.

• Has constructive conversations with distributor when performance is off track to ensure long term capability improvements at the distributor

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• The role will be based in NYC area and drive and manage performance in 4 distributor branches of the largest single wholesaler in the US

• Market complexity will be very high

• Over 1.2 Million cases delivering over $24 Million in DNSV

• on/off premise, chain/independent mix

• high local marketing investments and Brand Marketing team interaction

• 3 direct reports

• 3rd party agency engagement - MKTG, local

• Interaction and strong relationship building with owner/senior management through to the sales reps.

• Deliver agreed upon AOP depletion targets.

• Meet monthly and quarterly on execution targets.

• Ensure alignment on all programs & goals

• Deliver shipments to contractual DSI obligations.

• Lead trade and price spends to agreed-upon budgets

• Negotiate and improve Beer & PAB wholesaler investment and evaluate impact on the business

• Develops sales forecasts/budgets through previous experiences and agreed upon forecasting techniques

• Inform wholesalers on DBC programs and initiatives,

• Conduct monthly, quarterly, annual communication meetings and business reviews with distributor leadership to

• Time in trade working with the wholesaler

• Wholesaler management in person & virtually to track performance/programming/issues and lead the course corrections as needed.

• This role will work closely with third party management and sales team to deliver against agreed upon on/off premise goals

• Manage local event planning and execution with distributor and 3rd party agency (MKTG)

• Manage the development of 3 Sales Specialist and measure & evaluate their performance against agreed upon goals

• Reports to Sales Director -Metro Atlantic

• T&E, wholesaler invoices, budget reconciliation, performance review.

• Customer management: channel dynamics. C-store, grocery, club store, independents, and on-premise; within the three-tier structure of supplier, wholesaler, and retailer.

• Deliver against all AOP & MPA objectives for DBC portfolios

• Analyze and plan wholesaler business- monthly, quarterly, and annually

• Develop wholesaler/retailer goals for Quality, Distribution, Visibility, Pricing, Promotion & Persuasion 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 implement kick-off meetings for innovation and programming initiatives throughout the year

• Negotiate price structures with wholesaler to ensure suggested pricing strategies are communicated

• Participate in the creation of market competitive assessments with the sales teams to identify potential risks or opportunities.

• Analyze segment retail accounts in on/off premise channels to prioritize activities effectively.

• Work with National Account and Retail Chain teams to coordinate key account planning at wholesalers.

• Undergrad degree required

• Extensive beer/wine/spirits commercial experience in or similar CPG selling experience.

• Wholesaler management; proven supervisory skills; retail sales in chain grocery, independent liquor and on-premise; thorough understanding of wholesaler operations; Thorough understanding of chain customers, competitive activity, market information, and quality standards. Well-developed financial acumen, with previous ownership of pricing and budgets.

• Strong knowledge of Distributor Operations.

• Insight and understanding with both On and Off Trade.

• Experience managing across multiple functions.

• Strong influencing, negotiation skills. Proven track record for collaborating and holding other departments accountable for performance

• Persuasive selling, problem solving; planning/organizing; proficiency in MS office; financial acumen; excellent written/verbal communication; extremely positive; excellent negotiator; exhibits independence, resiliency and tenacity. Process oriented. Understands and applies interdependencies across functions. Understands & uses data in critical decision making. Ability to engage, influence, and coordinate stakeholders who have different strategic initiatives.