distributor manager

3 hours ago

San Juan, National Capital Region, Philippines Farm Fresh Milk Incorporated Full time ₱4,000,000 - ₱8,500,000 per year

Key Responsibilities

  1. Distributor Identification, Appointment & Development

  2. Identify, evaluate, and appoint distributors in accordance with the company's approved Distributor Framework, ensuring they meet capability, financial, and operational standards.

  3. Lead the overall business performance of assigned distributors, ensuring strong execution of sales, distribution, and operational KPIs.
  4. Develop robust joint business plans (JBP) with distributors, covering targets, promotional investments, and channel development initiatives.
  5. Conduct regular capability assessments and recommend upgrades in manpower, systems, warehousing, and delivery fleet to support business growth.

  6. Monitor distributor financial health, including credit management, inventory levels, and payment performance.

  7. Route-to-Market (RTM) & Execution Excellence

  8. Ensure an optimized RTM structure to expand numeric and weighted distribution across General Trade, Modern Trade, wholesalers, and key strategic channels.

  9. Drive perfect store standards, visibility execution, and merchandising excellence through distributor sales teams.
  10. Improve outlet coverage, delivery efficiency, and product freshness—critical for dairy products. ·

  11. Strengthen availability and prevent out-of-stocks through close coordination with Demand Planning and Supply Chain.

  12. Sales Planning, Forecasting & Business Performance Tracking

  13. Collaborate closely with Demand Planning to drive forecast accuracy and minimize waste or product expiries.

  14. Track weekly and monthly performance against targets and provide insights to address gaps or opportunities.
  15. Consolidate and communicate market intelligence, competitor movements, pricing trends, and trade performance.

  16. Recommend corrective actions to ensure consistent delivery of monthly and quarterly sales targets.

  17. People Leadership & Distributor Sales Capability Building

  18. Coach and develop distributor sales supervisors and sales representatives (DSRs) to uplift selling, negotiation, and territory management skills.

  19. Lead monthly performance reviews with distributor owners and management teams.

  20. Build a strong performance-driven culture that emphasizes discipline and excellence in field execution.

  21. Cross-Functional Collaboration

  22. Work closely with Marketing to implement trade promotions, NPD launches, and visibility initiatives.

  23. Partner with Supply Chain on order planning, delivery schedules, and inventory health management.
  24. Coordinate with Finance on pricing, trade spend, claims validation, and profitability reviews.
  25. Ensure all distributor operations comply with company policies, food safety standards, and regulatory requirements

Qualification:

  • Education/Experience: · Bachelor's degree in business, Marketing, or a related field.
  • Minimum 5-8 years of experience as a Distributor Manager in the FMCG sector, with at least 3 years handling distributors.
  • Excellent analytical, negotiation, and communication skills.
  • Proficiency in MS Excel, reporting tools, and sales management systems.
  • Strong leadership and people management skills. · Ability to work in fast-paced, highly competitive FMCG environments.
  • Results-driven with strong problem-solving capability.
  • Data-driven mindset with experience in market mapping and sales analysis.
  • Adaptability and strong collaboration skills.

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