Job Description 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
