Sr. Distributor Business Manager

JOB SUMMARY:

• To deliver Volume, Value objective for the territory/ group assigned.

• Develop and implement business plans for the territory that will deliver the annual objectives.

• Develop and manage the Distributor in the area.

• Build distributor team capability.

KEY RESPONSIBILITIES:

• MAPPING OF AREA OPPORTUNITIES

a. Identify key channels to grow the area.

b. Recommend, implement & project manage programs to grow NAI categories in the focus channels.

• DEVELOPMENT AND MANAGEMENT OF DISTRIBUTOR

a. Develops the Distributor Business Development Plan, Route-to-Market Model, and Financial Viability Analysis for his/her distributors and provide recommendations on how to improve sustainable and profitable growth for NA and his/her distributors.

b. Builds the Distributor Scorecard that will deliver the strategy; identifies, monitors & executes corrective actions.

c. Execution of Sales and Marketing activities in the trade which includes new product introduction, focus channel, and focus categories drives.

d. Monitor progress of activities and critical projects against objectives. Develop action plans to address gap vs plan.

e. Monitor service level via Customer Service & AR Management to ensure account retention.

f. Develop and implement regional and channel specific strategies.

g. Prepares monthly letter to document key learnings and performance highlights. Conducts distributor joint business planning and review meetings.

h. Conducts Distributor Operational Audit.

i. Manage Distributor Capacity Planning& optimize business viability.

j. Develops and maintain distributor/customer profiles, business planning and review presentations.

k. Screen, recommend and On-Board Distributor applicants for the area.

• ENSURES EXECUTION AND COMPLIANCE WITH COMPANY PROCESSES TO ENSURE EFFICIENT USE OF COMPANY RESOURCES

a. Leads and builds the area Demand Plan, adhering to the company S&OP process.

b. Ensures compliance with Trade Marketing Promo processes.

c. Ensures Distributor are in compliance to Trading Terms, Price agreements and Contract agreements.

d. Ensures distributor/s practice GWP.

• LEADS IN BUILDING CAPABILITY ACROSS THE FSG TEAM

a. Identifies the training gap.

b. Develop Train the Trainers program for DBM.

c. Implement and follows thru on fieldwork for Train the Trainers.

d. Coaches the DBMs on their DSP trainings

FUNCTIONAL KNOWLEDGE / SKILL REQUIREMENTS

• 10-year experience in Foodservice

• Solid distributor management experience

• Solid experience in handling known Foodservice Key Customers

• Can do manpower training, coaching, and mentoring

• Can craft 3-year area and business development plan

• Excellent data management and analytical skill

• With Sales Force Automation (SFA) experience

INTERFACE / INTERACTIONS:

Internal Relations

• Answers employee queries on Food Service-related matters

External Relations

• Negotiates Strategic and operational concerns. Performance Development, Training and Mentoring with Food Service Accounts/Distributors.

ANALYSIS AND PROBLEM SOLVING:

• Knowledgeable of the territory and understands the customer universe; can identify priority areas and channels.
• Decides on territory coverage plan; can identify the right route to market model that will optimize the territory opportunities.
• Establishes the distributor scorecard and can manage tough conversations with the distributor.
• Analyzes territory performance and can be counted on to make good decisions to deliver territory & category growth.
• Has the command skills to lead and will be looked upon for directions.

IMPACT ON BUSINESS OPERATIONS:

• Responsible for the achievement new product and distribution targets; can be counted on to drive results.
• Shared responsibility with Business Team on successful new product / SKU introduction in current set of accounts