Commercial Manager

To lead Red Bull's Off-Premise business in the Dominican Republic, ensuring the brand is available in the right channels, with the right execution, at the right time and in the right place, in a profitable and sustainable way. The Commercial Manager owns the national commercial agenda across key accounts and distribution partners, translating Red Bull's business targets into channel strategy, and leading a team of four (Key Account Manager and Distribution Partner Managers) who execute it in the market.

The role combines strategic ownership with commercial depth: constant evaluation of the value chain and route to market, creating new concepts to win in new channels, and building top-to-top relationships with distributors and customers based on a win-win focus. Success depends as much on analytical and financial rigour understanding how profitability, pricing and forecasting decisions shape the business as on the ability to influence, negotiate and align partners and internal stakeholders.

This role is based in Santo Domingo, Dominican Republic. Relocation support is available for candidates across LATAM.

STRATEGY AND PLANNING

• Definition of a long-term distribution model for the country.

• Performs the annual investing and sales estimate for each distribution area.

• Designs and implements actions within the Business Plan focused on the development of the distribution model.

• Ensures the correct implementation of the planned actions in the annual Business Plan.

• Maintains the correct stock levels in each distribution area.

• Analyzes all variables that can affect the development of the brand in his/her area of responsibility and defines action plans to manage deviations.

DISTRIBUTION PARTNER MANAGEMENT

• Create and develop strong commercial relationship with the top distributors, based on a win-win focus.

• Define and implement initiatives to constantly improve Red Bulls in store visibility and performance linked to perfect store standards.

• Ownership of distributors order taking (sell-in) and profitability

• Define and negotiate overall distributors KPIs including service level agreement (broken down from overall sales targets) to meet Red Bulls annual business targets: Volume Sales, Perfect Store Execution, Promotional Execution, Distribution of Range and Price Compliance and Effective Store Coverage

• Support DP in achieving set targets through:

• Defining together with Trade Marketing training concepts for the DP sales force (incl. Merchandisers) on Red Bull perfect store standards and execution of those

• Fuelling passion for Red Bull at Distribution Partner levels through defining with Trade Marketing efficient and effective recognition and reward programs

• Undertake systematic and regular store visits to identify gaps and opportunities.

• Analysing Distribution Partners performance and defining initiatives to meet set goals

• Prepare and lead monthly reviews with the top DPs

• Run sell in vs. sell out and stock on hand forecasts

• Is responsible for the correct management of the budget and for the control and replacement of the free goods

• Gathers in a periodical the necessary information from the distributors (stocks, global sales, agreed consumptions…) and shares it internally with the people who may be affected.

• Reports periodically about evolution of the Distribution’s objectives.

ADMINISTRATION

• Is responsible for the correct management of the budget and for the control and replacement of the free goods

• Gathers in a periodical the necessary information from the distributors (stocks, global sales, agreed consumptions…) and shares it internally with the people who may be affected.

• Reports periodically about evolution of the Distribution’s objectives.

PEOPLE

• Lead the Team by focusing on their strength to maximize their performance.

• Coach and development team individuals to step up the ladder of mastery in managing their accounts.

• Define and execute routines and call cycles for team securing optimal DP management.

• Being the role model to team in managing the DP through hand on approach.

ROUTE TO MARKET

• Define new and constantly optimize existing route to market distribution partner model to meet business growth and profitability targets.

• Define an innovative and profitable way for Red Bull to win market leadership ensuring the right coverage and sales targets are achieved.

• Ownership of managing business within the defined pricing and profitability guidelines and budgets.

• Carefully manage the Wholesalers network ensuring the price architecture is preserved.

• Higher commercial degree/ University Degree (business, marketing or similar).

• 6 to7 years sales experience in top FMCG sector (beverages preferred).

• Successful track record in defining and bringing route to market strategies to life.

• Successful track record in value chain analysis and implementation.

• Successful track record in managing sales team.

• Successful track record in key account negation favoured.

• Clear understanding of markets, sales & distribution, competitor activity, consumer behavior in FMCG context.

• Strong analytical, planning, and financial skills.

• Excellent negotiator and influencer (strong interpersonal skill).

• Strong analytical ability and commercial acumen to understand financial statements and market trends.

• Strong capability to develop complex top line strategies and ability to unpack and break down into sales initiatives.

• Leadership, Motivation and Team Management Skills.

• Able to work independently with responsibility, being organized, result driven and solution orientated.

• Fluent in written & spoken English.

• Strong presentation skills.