State Sales Manager

Company Description

In 1987, Red Bull not only launched a completely new product, it also created and has led ever since a whole new category, Energy Drinks. Today Red Bull employs around 18,000 people in over 177 countries, selling over 12 billion cans last year. The World of Red Bull provides the forum for you to use your talent and passion, to develop & grow yourself and make an impact through our purpose of giving wings to people & ideas. In 1987, Red Bull not only launched a completely new product, it also created and has led ever since a whole new category, Energy Drinks. Today Red Bull employs around 18,000 people in over 177 countries, selling over 12 billion cans last year. The World of Red Bull provides the forum for you to use your talent and passion, to develop & grow yourself and make an impact through our purpose of giving wings to people & ideas.

The Regional (State) Sales Manager is responsible for the overall Off Premise performance in all trade channels within Victoria & Tasmania. In addition to channel distribution and volume targets they are the driving force for the success of the Off Premise channel including field sales, wholesale distribution and state account management. The primary task of this role is to lead, direct and coach Field Sales Managers and a State Sales Administrator (SSA), as well as overseeing the coaching and development of a team of Strikers and Corporate Grocery Strikers. You will also work collaboratively with the Regional On Premise Manager & Field Marketing Manager to win in your state through 360 planning and execution. The Regional Sales Manager is a senior entrepreneurial leadership role, responsible for on-going achievement of our Business Plan and agreed assignment and targets. 

Job Description

LEAD AND DIRECT

• Lead and direct the sales team to achieve Business plan objectives, distribution and market share targets. The Regional Sales Manager holds responsibility for creating the state execution plan for the National Business Plan. Stay abreast of local and national market trends and leverage this to identify areas for business development and growth.
• 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

• Coach & Develop Field Sales Manager (FSM) and SSA. Spend time in trade with both Field.
• Sales Managers, Strikers and Sales Activators to coach. Identify and mentor staff in best practice within field sales, relationship management and development, visual merchandising and visibility.
• Provide regular feedback to direct reports as well as formal half year and end of year reviews, including career development and succession plans.
• Set the product and ranging priorities throughout the store.

MANAGE RELATIONSHIPS - EXTERNAL & INTERNAL

• Hold Senior relationships and conduct consistent meetings within respective Customer H/O Depts. (Buying, Marketing and Operational).
• Develop and maintain relationships with Retail Operations Managers to help execute agreed promotional programmes and negotiate for over & above activity. Conduct regional visits to build networks with regional customer team/s.
• Hold internal relationships with Marketing, Operations, and Finance to support initiatives in state.
• Drive cross-functional engagement with NAM’s, Category Manager, Trade Marketing Manager, LOP and Field Marketing Managers to ensure Red Bull strategy aligns with brand, channel and account strategies.
• Spend required time in trade with state accounts personnel, and Red Bull including Strikers, Sales Activators and FSMs.

ACCOUNT PROGRAMS AND PLANS

• Develop, execute and evaluate a disciplined promotional program to achieve volume targets by customer.
• Negotiate case deals in line with Red Bull agreed parameters. Ensure Red Bull is always 'top of mind' in energy segment.
• Awareness, knowledge and analysis of competitor promotional activity.
• Leverage all Red Bull marketing activities to assist in engaging all customer employees and delivering JBP’s.
• Develop working JBP’s with major State Based Corporate and Independent Retail, P&C and Non-Traditional customers and ensure alignment of JBP with key internal stakeholders.
• Provide monthly updates to customers on tracking of JBP, with analysis on gaps and opportunities.
• Hold accountability for driving and executing the initiatives within the agreed JBP document.
• Hold accountability for initiating and executing activities that will close any gaps against agreed objectives.

CATEGORY MANAGEMENT & TRADE MARKETING

• Leverage industry and company insights and recommendations to grow market share and achieve over and above space on shelf, Front of Store Chilled and Off Location displays. Support Field resources with on-going category sell stories to assist them in positioning Red Bull as first choice for energy category insights and recommendations with store owners / managers.
• Ensure that the Red Bull core range by channel is stocked in all accounts.
• Use Aztec, Nielsen and BI (ex-factory data program) to understand business performance.
• Ensure that Red Bull visibility is maximised in store through the placement of available infrastructure and Point of Sale both Off and On promotion.

FORECASTING

• Coach and support your KAM on Volume Forecasts (baseline & promo) for rolling 12-month period by customer by month by SKU.
• Measurement and communication of customer inventory forecasts, with free-flowing communication of customer inventory positions to supply chain as required.

SPEND

• Keep your team accountable for Indirect spend management for your state. Coaching your team on promotional claim commitment accruals in place with finance on a rolling 12 months, with updates conducted monthly.
• Claims paid vs. commitment accrual variances to be reconciled with finance monthly, with clear understanding and explanation of variances.
• Promotional claims paid and processed within 28 days of receiving, excluding claims in dispute.
• Disputed claims to be resolved within 120 days of in-market activity, with the customer. Monthly reporting of permanent discounts by customer reported to finance/senior management.

Qualifications

• 10+ years field and account experience within the FMCG industry, 3+ years managing teams
• Demonstrated experience across several channels (Route, P&C, Wholesale, Grocery)
• Valid Full Driver’s License
• University Degree in related field is preferred, but not essential
• Demonstrated track record in achieving targets and managing budgets
• Demonstrated skills in leading, coaching and directing a team
• Excellent networking skills and demonstrable experience establishing networks

Additional Information

You warrant that:

• You have read and understand the Privacy Statement and the Red Bull Australia Privacy Policy.
• You are qualified to work in Australia and understand that Red Bull Australia may require you to provide evidence of this to comply with its obligations under the Migration Act 1958 (Cth).
• All the information you have submitted to Red Bull Australia Pty Ltd (including via this application and any attachments) is true, accurate and complete. You understand that if any information you have provided is false or misleading we may reject your application, review any employment offer made to you and potentially dismiss you from any employment with Red Bull Australia Pty Ltd.