Bacardi-Martini Ltd

Distributor Manager Dominican Republic


About the role

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

  • You will be responsible to deliver key revenue targets as determined by the country financial plan.

  • You will drive key relationships with our distributor partners and influence the positioning of Bacardi brands in the country, and distributors' portfolios

  • You will be accountable for delivery of the channel and shopper programs agreed in the Country 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 Commercial Leadership Team to develop and build capability of our distributor partners and ensure implementation of standardized Commercial best practices.

  • Work within your territory 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

  • Working closely with Country Commercial leadership team, you will drive a shared vision and winning team spirit among the internal and distributor sales teams.

This role is varied and while based in the Santo Domingo office a snall percentage of your time will be interacting with the Cluster and Regional Leadership Team. As a result, you can expect to be travelling sporadically to stay connected to all stakeholders.

Key accountabilities and responsibilities

Deliver results & excellence in execution

  • Meet the key financial objectives (NSV, Gross Profit, EFO)

  • Build effective relationships with the distributor

  • Create a market plan around the commercial initiatives according to the global guidelines, linking it with the needs of the country.

  • Develop and implement plans (SMART methodology) that reflect IAP activities for the territory

  • Manage market / channel / account performance monthly, work directly with distributor to ensure budget delivery (volume / value / execution) online with Bacardi Scorecard

  • Ensure compliance of commercial terms with the distributor

  • Identify and implement action plans to boost value, volume and improve execution at the point of sale.

  • Manage the A&P budget of each brand

  • Elaborate and execute plans to optimize the efficiency of the distributor (evaluation of routes, offices, consolidation, sub-distributors, wholesalers)

  • Ensure compliance with the distribution chain

  • Conduct periodic reviews of product price structures

  • Apply the guidelines in the team on the global brand guidelines

Develop talent and capability

  • 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 ipmlement best practice programs locally

  • Connect team resources and capabilities (e.g. RGM, POS, research, selling support materials) to support local business objectives

Create a winning team

  • Recognize accomplishments and behaviors in a timely manner

  • Ensure distributors and your team have a knowledge of Bacardi history and culture

Measures of success

Performance: Achieve financial targets(revenue, profitability) vs. budget for distributor markets/areas of operation

Value share: Drive value share growth of key Bacardi brands in distributor markets/areas of operation

Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan

Customer: Achieve target customer satisfaction measures

Strategy: Participate fully in the development, delivery, and ownership of the Country Commercial Strategy

Employee engagement: Drive sustained improvement in engagement and enablement

Talent: Deliver against talent management objectives

Critical experiences for success

To be successful in this role you will have/be:

Fast-Moving Consumer Goods (FMCG) company at national level

First hand Field Sales experience

5+ years demonstrable track record of performance in commercial areas

Proficiency in English language skills

Fluency in Spanish

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

Our ways of working

Our family legacy has positively influenced our ways of working and has shaped the values to which our employees aspire. We're caring, like a family, and not only internally, but also in the wider communities in which we operate. This is demonstrated by our commitment to both act responsibly and promote the choice to drink responsibly. We trust one another, and through that trust are able to forge strong teams and networks that empower our matrix organization structure. We're passionate, reflecting our Latin heritage, and this means that we commit more than just time to our work: we commit energy, heart and soul. We are dedicated to being a role model in our industry, and we approach everything we do with Integrity First. Together, our values help us create what we're most proud of: our True Heart and Winning Spirit - both in our home markets and across the world.

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