LEAD AND DIRECT
- Lead and direct the sales team to achieve business plan objectives, distribution and market share targets
- Develop and implement the state execution plan in alignment with the overarching national business plan
- Monitor local and national market trends to identify opportunities for growth and business development
- Present regularly to the senior management team on state performance, state plans and business development and improvement initiatives
- Manage and motivate all field staff to deliver to target
COACH
- Provide coaching and development to the Field Sales Manager through dedicated day-in-trade sessions in the field
- Coach and mentor Sales Managers, Strikers, and Sales Activators in field sales, relationship management, visual merchandising, and brand visibility
- Provide regular feedback to direct reports as well as formal half year and end of year reviews, including career development and succession plans
- Determine product and range priorities within stores
MANAGE RELATIONSHIPS – EXTERNAL & INTERNAL
- Develop senior relationships and hold regular meetings with Customer Head Office teams in Buying, Marketing, and Operations
- Build relationships with Retail Operations Managers to help execute agreed promotional programmes and negotiate for over & above activity
- Collaborate with National Account Managers, Category, Trade Marketing, Local On Premise, and Field Marketing Managers to align Red Bull’s strategy with brand, channel, and account strategies
ACCOUNT PROGRAMS AND PLANS
- Develop, execute and evaluate a disciplined promotional program to achieve volume targets by customers
- Negotiate case deals within Red Bull’s agreed parameters and ensure the brand remains top of mind in the energy category
- Develop working joint business plans (JPB's_ with major state based corporate and independent retail, P&C and non-traditional customers, ensuring alignment with internal stakeholders
- Deliver monthly updates to customers on JBP progress, including analysis of gaps and opportunities
- Take ownership of driving and executing initiatives outlined in the agreed JBP document, while proactively implementing activities to address any gaps and achieve agreed objectives
CATEGORY MANAGEMENT & TRADE MARKETING
- Leverage insights to expand market share, maximise shelf and display space, and support field teams in positioning Red Bull as the top choice in the energy category
- Ensure that the Red Bull core range by channel is stocked in all accounts
- Leverage Aztec, Nielsen, and BI data to evaluate business performance
FORECASTING
- Guide and support the Key Account Manager in preparing volume forecasts (baseline and promotional) by customer, month, and SKU for a rolling 12-month period
- Monitor and communicate customer inventory forecasts, ensuring free-flowing communication of customer inventory positions to supply chain as required
SPEND
- Ensure your team takes ownership of indirect spend management for your state and coach them on maintaining and updating promotional claim commitment accruals with finance on a monthly basis
- Reconcile claims paid against commitment accrual variances with finance monthly, ensuring clear understanding and explanation of variances
- Ensure promotional claims are paid and processed within 28 days of receipt, excluding disputed claims
- Resolve disputed claims within 120 days and report monthly customer discounts to finance and senior management