Distributor Business Executive

3 days ago

Quezon City, Philippines McKenzie Distribution Company, Inc. Full time

A. Territory & Market Management

  • Ensure optimal Sub-Distributor (SubD) coverage in line with market potential through regular territory census and effective distributors sales personnel (DSP) deployment.

  • Monitor monthly coverage plan (MCP) compliance, distributors sales personnel (DSP) productivity, and competitor activities to identify opportunities and risks.

  • Implement territory strategies of VDI, MDCI management aligned with Principal directions to close distribution gaps and maximize market reach.

B. Sales & Operational Planning

  • Lead M+3 sales planning and forecasting in alignment with promotional activities and business builds.

  • Conduct weekly check point meetings with Operations Manager (OM) / owner.

  • Conduct Monthly Business Reviews (MBR) and quarterly Joint Business Planning (JBP) sessions with SubDs.

  • Drive the execution of sales plans, including promotion rollouts and purchase order fulfillment.

  • Process order of SubDs following an ideal skewing schedule set by HOS and NDM.

C. Operational Efficiency

  • Oversee SubD inventory sufficiency (minimum 4 weeks cover), warehouse capacity, and logistics performance On-time In-full (OTIF) Customer Service Level (CSL).

  • Efficient use of company resources to drive SubD productivity and output.

  • Identify and resolve systemic operational bottlenecks affecting efficiency and service levels.

  • Diligent use of LOKI aligned with approved MCP.

D. Financial Management

  • Proactively secures on-time and full collection and payment from SubDs for all VDI and MDCI orders following standard collection policy of the company and as set by Head of Sales (HOS) and National Distributor Manager (NDM).

  • Proactively flag financial risks, including bad orders (BO), and aging receivables.

  • Provide guidance to SubDs on working capital optimization and profitability improvement initiatives.

  • Carefully monitors that all SubDs have live Bank Guarantees (BG) at any given time.

E. Performance Management & Administration

  • Institutionalize weekly performance checkpoint meetings with SubD teams.

  • Ensure timely and accurate submission of KPI reports:

    • Weekly submission – Daily Sales Report (DSR), Collection Report

    • Bi-monthly - Inventory, Sell - In (SI) Sell - Out (SO), Bad Order (BO), Unique Buying Accounts (UBA)

  • Develop dashboards and provide data-driven insights to guide SubD decision-making.

F. Leadership & Relationship Building

  • Serve as a strategic partner to SubD owners and key decision-makers.

  • Align incentives, contracts, and long-term roadmaps through JBP processes.

  • Lead the coaching, development, and performance management of SubD sales teams, with focus on top and bottom DSPs.

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