DISTRIBUTOR SPECIALIST

MAIN RESPONSIBILITIES/ACCOUNTABILITIES:

Main Purpose of the Job:

• Drive the achievement of Sell Out, Reach, Range, and Execution objectives for the assigned territory through the management and development of distributor sales operations and deployment of merchandising teams.

Key Responsibilities:

• Lead the distributor sales leadership team in the creation of the annual territory business plan. Facilitate the development of operational plans to achieve reach, range, and distribution objectives.
• Achieve execution and quality sales standards by leading the distributor sales leadership team and consistently driving Level 2 operations review to identify specific action plans to address key gaps & opportunities.
• Drive profitable growth for distributor key customers by modelling and coaching the ABC Way of Selling and leading excellent execution, in support of distributor customer management teams
• Support the development of Category and Channel Plans by providing feedback and insight on execution and commercial issues/opportunities.
• Drive the development of the distributor sales operations through training and coaching on Territory Development and In-Call Execution with distributor sales team leaders.
• Prioritise markets and determine market entry strategies for new regions and new and existing product portfolios.
• Collect and analyze market data to drive growth and develop markets.
• Develop an understanding of current and future market trends that may impact ABC sales.
• Assign sales territories and set and enforce sales goals with distributors.
• Ensure revenue targets of distributors are achieved within the responsible territories.
• Establish and lead regular meetings and conference calls with distributors.
• Train distributors to ensure continual improvement in capability, knowledge, customer service, performance, and profitability.
• Ensure distributors are equipped with the necessary sales skills to represent ABC through coaching individuals in the field and personally observing the performance of distributors.
• Assist distributors with client training as required.
• Implement new sales strategies and techniques with the distributors.
• Establish and enforce pricing and discount policies.
• Prepare and execute annual reviews of distributors.
• Monitor lead pipelines.
• Develop an accurate and realistic annual budget plan and monitor performance to budget.
• Develop and execute monthly and quarterly reports in a timely and efficient manner.
• Prepare monthly sales forecasts for the upcoming three to six months.
• Develop and maintain relationships with key customers in each territory, whilst facilitating ongoing product training and support.
• Provide regular written and oral presentations.
• Attend trade exhibitions.
• Establish and maintain effective working relationships with distributors and other members of the ABC team.
• Significant domestic travel is required.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

• Minimum 3 years of experience in trade marketing, sales, distributor management, or account management.
• Have strong knowledge of the market, industry, competitors, and customers.
• Excellent communication, presentation, negotiation, and interpersonal skills are necessary.
• Creative thinking and problem-solving skills are also important for this role.
• Able to lead and motivate a team and work cross-functionally with other departments.
• Proficient in utilizing various trade marketing tools such as CRM, ERP, POS, and analytics platforms is also required. Lastly, attention to detail, organization, and time management skills are essential for this position.
• You have prior experience in all Sales & Marketing aspects & distribution
• You have strong communication & interpersonal skills
• You have strong analytical skills and are comfortable dealing with numerical data
• You thrive in matrix environments and are adept at influencing and coordinating with different stakeholders

OCCASIONAL RESPONSIBILITIES:

• Identify bottlenecks, that are likely to have a direct impact on optimal performance.
• Identify areas that need improvement in the satisfaction of external & internal customers (internal customers also mean user department).
• Identify areas that need improvement in employees' competencies & satisfaction.
• Develop a robust succession plan
• Increase customer satisfaction from X% to Y%

QUALIFICATION (Education & Mobility):

*Bachelor's degree in Marketing, Business, Business/Administration, Education, Management, Economics, Communications, Graduate, Business/Management or similar field

***Has Driver's License and can drive

***Having a car is a plus

DESIRED YEARS OF EXPERIENCE:

***Minimum 3 years of work-related experience with at least 2 years experience in handling distributors/distributor's management

***Experience in the FMCG industry is highly preferred

• Significant sales management experience.
• Excellent communicator with the ability to motivate distributors and effectively engage with customers.
• Ability to develop training programs for distributors.
• Highly motivated self-starter, with the ability to think innovatively and work independently.
• Demonstrated organizational and time management skills.
• Strong relationship and networking skills.
• Commercially astute with strong negotiating skills.
• Proven experience conducting market analysis and identifying new territories.
• A high level of business acumen.
• Ability to work with people across different cultures and nationalities.
• Ability to work effectively under pressure.

EXPECTED OUTCOMES:

• Distributor sales activities meet the objectives set in conjunction with the General Manager.
• Distributors are equipped with the necessary skills to increase performance and profitability.
• Customer support and training capabilities of distributors are improved through ongoing product training and support.
• Customer relationships are maintained and improved through exceptional customer service.
• Budgets are well managed and adhered to.
• Operating costs are managed and improved, achieving continual growth and profitability.
• Reporting is of a high quality and administered promptly/timely manner.
• Company processes are adhered to and improved through innovative thinking.

DESIRED INDUSTRY EXPOSURE: (Experience in the FMCG industry is highly preferred)

1. Distributor Development/Management -The ability to craft and execute effective strategies that align with the company's overall goals and resonate with the target audience.
2. Market Research and Analysis -Proficiency in conducting market research to understand consumer behavior, competitor landscape, and emerging trends. Analyzing data to identify opportunities and make data-driven decisions.
3. Creative Vision -A keen eye for creativity and innovation to develop unique brand & marketing concepts and captivating campaigns that set the brand apart from competitors and excellent execution.
4. Communication Skills -Excellent verbal and written communication skills to articulate the brand's message clearly and effectively to both internal stakeholders and external audiences.
5. Leadership and Collaboration -Strong leadership qualities to lead cross-functional teams and collaborate effectively with marketing, sales, product development, and other departments.
6. Consumer Insights -The ability to understand and interpret consumer insights to create marketing strategies that resonate with the target audience.
7. Digital Marketing Knowledge -Familiarity with digital marketing channels and the latest digital trends to leverage digital platforms effectively in brand promotion.
8. Brand, Sales & Trade Monitoring and Analysis -Constantly monitoring brand performance, customer feedback, and market trends to make real-time adjustments to brand strategies.
9. Crisis Management -Skill in handling reputation management and crises with tact and professionalism, safeguarding the brand's image during challenging times.
10. Budget Management -Ability to manage budgets effectively, optimizing resources for maximum impact on brand campaigns.
11. Innovation and Adaptability -A proactive approach to adapt to changing market dynamics and industry trends, consistently seeking innovative ways to enhance the brand's position.
12. Analytical Skills -Proficiency in using data and metrics to measure the success of brand initiatives and make informed decisions.

DESIRED ROLE EXPOSURE:

Strong Planning and Organizational skills, Confident and eloquent in written and oral communication, Analytical Skills, Self-motivated, Focus on Quality, Target Oriented, Extremely High on Integrity, Crisis and conflict management, Proactive, Ability to handle stress, Take initiative, Team Player, Ability to drive results, Ability to work with numbers High-value personal qualities such as critical thinking and problem-solving skills, ability to influence, work in teams, resourceful, responsible, tenacious, independent, self-confident and motivated. Ability to work with senior management to design and implement strategy. Experience in Direct customer liaison.