Job Details:
Key Responsibilities:
Annual target retail account selection and planning: Participate in the selection and planning of target retail accounts
*.Lead direct reports in the selection of accounts (where applicable)
*.Review and approve account plans.
*.Ensure distributor segments all retail accounts (on and off premise).
*.Ensure distributor understands “must-win” accounts and associated objectives; agree to specific draught and packages.
Annual distributor planning (strategic): Drive the planning process with assigned distributors:
*.Understand distributor policies (e.g., coverage and service)
*.Communicate HUSA objectives in the context of how distributor manages / prioritizes HUSA’s brands within their portfolio
*.Outline HUSA’s promotion plan.
*.Communicate HUSA's on-premise agenda and brand differentiation.
*.Build collaborative plans with distributor partner driving share of focus against the entire portfolio. Ensure commensurate levels of MBO inclusion and resource allocation.
*.Communicate national and regional commercial priorities.
*.Develop and communicate zone-based initiatives that support commercial priorities.
*.Provide guidance on decisions that will affect distributor pricing and margins.
*.Identify and communicate risks and opportunities.
Incentive programs: Develop and implement distributor-specific incentive programs to drive incremental performance, address market opportunities and close gaps against distributor business plans.
Trimester plan and business review (operational): Outline HUSA’s plan for coming trimesters with distributor’s senior leadership:
*.Review prior trimester’s performance and identify improvement opportunities.
*.Define co-op and POS commitments.
*.Identify challenges and work to find solutions.
Follow-up with communications from HUSA national accounts teams to secure commitments and ensure appropriate understanding of expectations.
Monthly planning and business review (tactical): Assess prior month and plan for coming month:
*.Review prior month’s performance versus plan and identify improvement opportunities, including spend against programming.
*.Ensure alignment on tactical activities for the coming month with retail sales leads.
*. Lead all required internal communication..
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