Traditional Trade Manager

The main priority of the Traditional Trade Manager is to represent and manage the Red Bull business across a fragmented market consisting of eight regions. This involves overseeing a team of eight Distribution Partner Managers (DPMs) and a Field Sales Coordinator, who work with assigned Distribution Partners, including distributors and wholesalers. The role includes developing and agreeing on annual business plans, achieving growth, driving Red Bull initiatives, and tracking Key Performance Indicators (KPIs) in alignment with company strategy and priorities. This approach aims to increase distribution, execution, and volume.

DISTRIBUTOR MANAGEMENT

• Coordinate regular meetings with distribution partners to communicate company strategy and priorities, review business KPIs, and discuss regional opportunities and challenges. Conduct training sessions and update sales teams.
• Assign sales, distribution, and execution targets to distribution partners based on business goals and regularly monitor progress.
• Provide execution, on-the-job training, and coaching to distribution partners and their teams.
• Conduct regular trade visits with distribution partner field teams to coach sales staff and identify distribution and execution opportunities.
• Analyze regional opportunities, take appropriate action, and implement solutions as needed.
• Ensure distribution partners fully understand and adhere to Red Bull’s execution and merchandising standards.
• Implement systems to track and benchmark distribution partners against key initiatives and goals.
• Plan and execute incentive programs aligned with company targets to keep sales representatives focused and motivated.
• Act as a credible beverage business consultant to distribution partners and customers, presenting category insights and Red Bull’s potential.
• Coordinate a team of Distribution Partner Managers to enhance execution and improve PSR scores.
• Ensure the striker team understands their roles and performs in line with agreed practices.
• Continuously measure and review team performance against targets, providing regular constructive feedback and managing underperformance effectively.
• Establish and maintain a dynamic, engaging team environment that fosters a positive attitude, teamwork, and creativity.

DISTRIBUTOR STRUCTURE AND ACCOUNTABILITY EXPERT

• Possess thorough knowledge of distributors’ internal systems and structure.
• Understand distributors’ hierarchy and maintain relationships from top to bottom (Owner to Managers).
• Clearly identify individuals responsible and accountable for tasks or programs within the distribution partner.

BUSINESS PLANNING

• Collaborate with assigned distribution partners to develop annual business plans, addressing organizational requirements, distribution, volume, investments, and KPIs.
• Secure agreement on essential subjects, including distribution build-up by month/channel and sales forecasts by SKU/month/channel/segments.
• Manage assigned budgets, such as incentive budgets, free goods budget, POS budget, and regional account budgets where applicable.
• Maintain strong working knowledge of all relevant Red Bull systems; proactively utilize available reports to capitalize on opportunities, including competitor intelligence. Ensure distribution partners submit accurate and timely data into Red Bull systems.

OTHER RESPONSIBILITIES

• Share and enforce guidelines regarding Red Bull’s inventory policy.
• Develop knowledge of geographic and demographic areas within assigned regions.
• Ensure a sustainable Go-to-Market (GTM) strategy and structure in assigned geography.
• Develop expertise in product and distributor competition within the respective area.
• Communicate effectively with internal sales teams (Off-Premise Key Accounts) and marketing teams to align sales goals with distribution partners.
• Manage risk by proactively identifying and mitigating factors that could impact Red Bull’s business.

Outstanding sales experience and track record in the Consumer Goods industry (preferably in beverages), with over 5 years of experience (Distributor and Supplier experience preferred).

Proven success in team management and leadership.

Proficient in basic administrative programs: Windows, Word, PowerPoint, and Excel.

Beneficial local market and geographical knowledge.

Ability to lead, manage, and motivate distribution partners effectively.

Strategic thinker with strong business acumen.

Skilled in presentation and training.

Excellent negotiation and influencing skills.

Strong communication and motivational skills across all levels and departments (360-degree approach).

Capable of managing conflict.

Numerate and analytical.

Able to work independently with responsibility and strong organizational skills (planning, time, and resource management).

Valid driving license.

Red Bull Romania SRL is committed to providing equal employment opportunities to all individuals regardless of race, color, religion, sex, national origin, age, disability, or sexual orientation. All personal data provided by applicants will be treated confidentially and used solely for recruitment purposes in compliance with the General Data Protection Regulation (GDPR).