The Distribution Partner Specialist's main priority is representing and managing the company's business with assigned Distribution Partners (Distributors and Wholesalers) by developing and agreeing annual business plans, achieving growth, driving initiatives, and tracking Key Performance Indicators (KPIs) in line with the company's strategy and priorities which lead to an increase in distribution, execution and volume.
Key Responsibilities
Distributor & Field Management:
Coordinate regular meetings with distribution partners in order to communicate company strategy and priorities, review business KPI's, discuss opportunities and threats in the region, run trainings and update sales teams
Assign sales, distribution, and execution targets to DPs based on business targets (and relevant teams) and follow up on these targets regularly
Provide execution trainings, on-the-job trainings and coaching to DP and Field teams
Business Planning:
Develop with assigned DPs the annual business plans (bottom up) with regards to organization requirements,distribution, volume, investments, and KPIs
Secures agreement on necessary subjects (distribution build-up by month/channel, sales forecast by SKU/month/channel/ segments)
Coordinates with relevant stakeholders to issue on-going updates against allocation
Budget Management:
Manage assigned budgets where applicable (Examples: incentive budgets, trade budget and POS budget)
Business Intelligence:
Maintains strong working knowledge of all relevant company systems
Proactively uses available reports to maximize on all opportunities including competitor intelligence
Holds DPs accountable for data submission into the company systems to ensure accurate and timely information
Requirements
Bachelor's Degree in any discipline
Outstanding sales experience and track record in Consumer Goods industry (Beverage preferred), +3 years
(Distributor and Supplier experience preferred) (Customer Management)
Multi-channel exposure including that of General Trade, Modern Trade, Wholesale and On Premise.
Successful track record in team management and leadership
Ability to lead, manage and motivate distribution partners with experience
Able to work independently with responsibility, and be organized (planning, time and resource management).