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Bacardi

Careers at Bacardi

Distributor Manager

Job Name

Distributor Manager

Country:

Peru

City:

Lima

Function:

Commercial

Reporting Line:

Commercial Senior Manager

Job type:

Full time

Lead recruiter:

Laura Sabio

About the role

Your Opportunity

As the Distributor Manager, you will be accountable for creating value through driving revenue and developing strategic relationships with our distributor partner. You will create the legacy of Bacardi and drive key decisions that will significantly affect Bacardi’s presence in the country. Your deep commercial knowledge, ability to develop strategic relationships and lead and coach a Sales team will be key to your success in this role.

About You 
  • You will be the owner and ultimate responsible for the performance in the markets within your region.
  • You will be responsible to deliver key revenue targets as determined by the countries financial plan.
  • You will drive key relationships with our distributor partner and influence the positioning of Bacardi brands in the countries, and distributor´s portfolios
  • You will be accountable for delivery of the channel and shopper programs agreed in the countries Integrated Activity Plan (IAP).
  • You will drive use of Commercial Way assets (e.g. Pictures of Success) and approach to activate our brands to influence consumers at the point of purchase.
  • You will coordinate directly with the Regional Commercial Capabilities Director to develop and build capability of our distributor partner and ensure implementation of standardized Commercial best practices.
  • Work within your territory to to optimize Bacardi efficient and effective Route-to-Market
  • You will monitor and measure the success of our distributor partners against a performance framework, and hold Distributor partners accountable for revenue and impact.
  • You will drive a shared vision and winning team spirit among the distributor sales teams.
This role is varied and while based in Perú, a large percentage of your time will be interacting with the key distributors in Perú, Bolivia and Paraguay. As a result, you can expect to be travelling extensively to stay connected to all stakeholders.

Responsibilities

With our Consumer at the heart, your key focus will be:

Deliver Results & Excellence in Execution
  • Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share) 
  • Complete Picture of Success surveys and work with distributor counterparts to deliver POS execution targets
  • Develop and manage priorities - Create region/market plan around commercial initiatives – linked with territory priorities
  • Build and implement annual plans  with clear tactics and goals in partnership with distributors that reflect territory IAP programs and deliver excellent execution 
  • Manage market / channel / account performance on a monthly basis – working with distributor counterparts to ensure delivery of forecast and budget (volume / value / execution) in line with Bacardi Scorecard
  • Ensure trade terms are pay for performance and support Bacardi priorities
  • Manage distributors throughout the year to deliver on agreed plan and versus scorecard
  • Identify action plans to drive  value, volume, or execution improvement and implement
  • Actively build Distributor capability to create value for Bacardi and distributor
  • Input into the country IAP process to ensure local channel and customer needs are captured
  • Continuously optimize our Route–to Market and Cost to Serve in your territory.  
  • Build effective long-term relationships with distributors to drive financial impact
  • Provide accurate forecast sand manage price plans, discount plans and budgets 
  • Ensure that the regional teams are equipped with timely input and feedback on local Country needs to feed into the regional AIP.
Develop Talent and Capability
  • Implement learning and development plans for your team based on Commercial Excellence approach
  • Implement standardized Commercial best practices (e.g. Winning with Distributors)
  • Ensure distributors and your team have any resources needed to deliver desired results—leverage key assets from the Hub to optimize results, and quickly implement best practice programs locally
  • Connect team resources and capabilities (e.g. RGM, POS, research, selling support materials) to support local business objectives
  • Input into decisions related to key people in your  team
Create a Winning Team
  • Work with the Country Commercial leadership team and distributors to build a shared sense of purpose among your sales teams
  • Align distributors and your sales teams behind targets and create a passion for winning
  • Recognize accomplishments and behaviors in a timely manner
  • Ensure distributors and your team have a knowledge of Bacardi history and culture

Skills and Experience

The Skills & Experience needed to create your legacy:

To be successful in this role you will have/be:
  • Experience in sales in a leading FMCG company at national level
  • First hand Field Sales experience 
  • Demonstrable track record of performance in Commercial
  • Proficiency in English language skills
The following experiences are preferred:
  • Experience in the Spirits Industry, or Beverages is a distinct advantage 
  • Experience in additional functions beyond the ones listed above 
Leadership Excellence

Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. 

We have a clearly defined Leadership Excellence framework, and you will be expected, as a senior leader to be a role model of all 6 elements: 
  • Focus Externally to Win
  • Drive Execution & Results
  • Lead Strategically & Know your Business
  • Make the Matrix Work
  • Lead by Example
  • Develop and Inspire Talent

Our culture

We share the passion and entrepreneurial flair of our founder and are guided by our three culture pillars - Fearless, Family and Founders, they inspire our Primos to be the best they can be and drive us forward in all we do. But what does this mean?

·       Being Fearless; means adopting an agile mindset, being comfortable trying new things and taking risks. We are empowered to question, challenge and innovate.

·       Family; We treat each other, and our communities, like Family. Always.

·       Founders; The spirit of entrepreneurship is at the heart of everything we do. We see the business as if it’s our own. We do the right thing for the business and we all take accountability for our work.

When you join Bacardi, you become part of our family and gain more than just a job.