Market Manager

Location: Richmond or Chesapeake, Virginia

The Market Manager is responsible for achieving the performance goals of the HEINEKEN USA portfolio through assigned distributors and their market’s respective account base. The Market Manager is the key voice to distributors in collaboratively planning the highest value business activity (revenue management), identifying opportunity in the market, and in driving alignment across the distributor organization to HEINEKEN USA strategic initiatives. This position’s ability to effectively communicate and collaborate with both internal and external stakeholders is critical to our business success. This individual must be able to balance the many demands required of this position while also being visible in the market.

Key Responsibilities:

Strategic Planning

• Successfully implement, drive, and execute our business planning process.

• Lead communication and collaboration with internal partners, retailers, and distributor network to consistently achieve business objectives.

• Align assigned distributors to execute against national, regional and local chain priorities.

• Deliver volume goals by ensuring the execution of programming, distribution, and retail standards through leverage of the decile segmentation approach, incentive management, KPI tracking and regular review with assigned distributors.

• Strong ability to collaborate internally and externally with national, and regional marketing partners on key sponsorships and drive executional success for local activation in assigned geographies. This may include the oversight of agency partners.

• Ensure execution excellence at retail through key account visits, analysis of all available data on account, brand and SKU performance, and evaluation of assigned distributors execution recaps and objective results.

Insights Generation

• Must possess a strong understanding of market dynamics and how to leverage (product, pricing, people, competitors, account base)

• Must be able to continuously uncover insights and opportunities and activate their benefits in the market utilizing all available data sources.

Financial Acumen

• Manage all budgets in the market to their maximum effectiveness including distributor budgets.

• Ability to strategically allocate resources across multiple distributors to ensure the greatest return on investment.

• Strong financial acumen including oversight of pricing, inventory, bill backs and invoicing.

Inventory Management

• Possess a strong understanding of our supply chain, forecasting processes and the effects throughout the system.

• Must be able to work closely with the internal operations team, distributors, retailers and chain teams to proactively plan optimized inventory levels and minimize out of stocks.

• Accountable for managing any required adjustments to forecasts based on distribution, display, innovation, or chain goals within the assigned distributor network.

Leadership

• Must be able to tell compelling stories of value in order to effectively share a strategy or plan and align the many levels within a distributor and retailer organization.

• Strong ability to influence the decision-making process with external distribution and retail partners.

• Must be able to train, coach and inspire distributor team to perform at a high level.

• Deliver compelling, creative and impactful communication in written correspondence, and in presentations to external and internal partners.

Basic Qualifications/Requirements:

• Bachelor’s Degree

• Minimum of 5 years of relevant experience

• Experience managing within retail and/or three-tier distribution environment

• Financial & Business Acumen in the areas of data analysis, reporting, market knowledge

• Must have a valid driver’s license

• Must be able to lift up to 32 lbs.

• Frequent stooping, reaching, bending, twisting required

• Must be able to walk, stand, sit in vehicle for extended periods

• Solicitor’s permit required

Preferred Qualifications:

• Passion for winning / Drive for Success

• Strategic Business Planning

• Sales Excellence: Understanding Distributor Dynamics, Selling & Negotiation Skills, Sales Performance Management

• Effective Sales Meetings

• Highly developed excel and PowerPoint skills

• Strong functional capabilities in Microsoft Office and past experience in syndicated data (Nielsen/IRI/Spectra/Numerator) platforms

Physical Requirements:

• Must be able to lift up to 32 lbs

• Frequent stooping, reaching, bending, twisting required

• Must be able to walk, stand, sit in vehicle for extended periods

• Must be flexible to work evenings and occasional weekends

• Must have a valid driver’s license

• Must obtain a valid solicitor’s permit (upon hire)

Compensation & Benefits:

• Base Salary Range: $110,000 - $125,000 + Annual Bonus

• Benefits - Medical/Dental/Vision + Matching 401k Plan

• Vacation - 20 Days Paid Vacation & Unlimited Wellness Days

• $200 Monthly Beverage Allowance

Heineken USA is an equal opportunity employer. We believe the diversity of our people makes us as strong and unique as our brands. We do not discriminate based on race, color, religion, are or any other basis protected by law.

This position is not available for visa sponsorship.

This position does not provide relocation assistance.