Position:

Market Manager

Reports To:

Zone Director

Department:

Regional Sales – Central Region

Location:

Nashville, TN

Job Grade:

15

 

 

 

 

 

About the Role: 

 

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.

 

 

Global Leadership Competencies Required:

 

Heineken USA believes that the quality of its people is a distinct competitive advantage. This position will be required to consistently demonstrate and support the below competencies:

 

Competency 

Description

Core

Category, Portfolio & Brand Understanding

The ability to understand the drinks category, brand and portfolio strategies and objectives and incorporate them into Category Vision, Customer/Channel strategies and Execution plans.

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Channel, Competitor and Shopper Understanding & Insights

The ability to understand channel trends and dynamics, competitor strategy and tactics and shoppers & consumers to effectively incorporate them into channel and customer strategies and plans.

 

Customer at the Center

The ability to consistently generate customer insights that drive winning customer strategies and plans, increase customer engagement and improve Customer Satisfaction

 

Route to Market Strategy & Understanding

The ability to drive the availability of our products and service our customers via an optimal mix of direct, indirect and digital channels, optimising total value chain profitability.

 

Channel & Customer Development

The ability to efficiently manage & develop fragmented trade customers from planning through to execution

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Distributor Management

The ability to effectively and efficiently select, manage and develop distributors to deliver our Route to Consumer strategy.

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Key Customer Development

The ability to create and implement clear strategies, joint business plans and execution standards with Modern Trade Key Customers.  

 

Revenue & Profit Growth Management

The ability to maximize mutual value growth (revenue and gross profit) for our Portfolio across Channels / Customers, by using data & analytics and a cost optimization mind-set.

 

Sales Performance Management

The ability to effectively and efficiently cover the market through a performance and data driven, customer centric and execution focused sales organisation.

 

Selling & Negotiation

The ability to sell (multiple categories) and negotiate mutually profitable agreements with customers across different channels.

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Excellence in Execution

The ability to ensure the flawless implementation of our Execution Strategy and PICOS at the point of purchase

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Heineken Behaviors:

 

Our 4 Heineken Behaviors CONNECT  SHAPE  DEVELOP  DELIVER enable the delivery and evolution of our company strategy and form the core of our company culture. Understand the behavior indicators here based on position level.       

 

 

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)

 

 

This position is not available for visa sponsorship