Duties and Responsibilities
Leadership & Monitoring:
- Sustain Customer Centricity approach via build and maintain strong relationships with existing RtC partners and potential ones
- Full responsibility on Winning with Distributors journey to achieve sales targets and market growth “Segmentation, plan, develop, track and reward”
- Monitor distributor performance and provide regular feedback and support.
- Effectively analyses financial reports to drive revenue management growth & data driven value creation.
- Build, develop and implement successful distribution agreements, ensuring compliance, manage timely, renewal, updates, and termination “if any”
- Increases market share without assuming a monopolistic/dominant position.
- Monitors and responds to competitor plans and actions.
- Effectively manage RtC partners credit to support the company's cash flow.
- Provide insight into market trends, competitor activities, consumer behavior and competitor movements for the business data driven commercial activities towards market opportunities
- Conduct market analysis to identify opportunities for distribution expansion.
- Manage any potential risk might obstructs ABC business and take alternative precautions with a proactive approach
- Provide HWOS to support RtC partners to enhance their capabilities.
- Optmize routing planning for RtC partners based on market coverage
- Embed safety culture among key RtC partners
- Prepare and present regular reports on distribution performance and market trends.
- Closely work with the traditional and organized trade sales and meet on a regular basis to align distribution efforts with overall business goals.
- Liaise communicate clearly with key internal stakeholders to ensure optimum deployment of RtC transformation
- Boost distribution power with Traditional and Organized trade heads based on different markets strategy
- Ensure with the Commercial Excellence and TM that we have updated TC and ongoing monitoring the SFP
- Embed digital development with e-business manager to reach smooth transaction capture as a data driven sales
- Coordinate with CSLP to close the inner and outer loop for distributors' pain-points, ensure that response rate and Net Promotor Score “NPS” are in line with OpCo ambition
- Ensure cross functional alignment to boost distribution power and maintain long-term relationships with our RtC partners via Distribution Network Design, Trade Terms and Joint Business planning
- Coordinate with logistics team to manages the supply across breweries and secondary warehouses in line with sales targets and opportunities.
- Coordinates with the Trade Marketing team to provide appropriate assistance and the development of an activation schedule and propose TM calendar
- Meets with the marketing department on a regular basis to introduce opportunities, growth ideas and demand spaces based on customer and consumer needs, and market insights.
- Effectively managing the production plan cycle(s) and RPM with RSMs and planning team
Educational Background
Bachelor’s degree in business administration is preferable
Years of Experience
5 - 8 years of experience in Distributor Management preferably in the beverage industry
Qualifications & Other Requirements
Excellent Command of English Language
Advanced Microsoft Skills
Ability to work independently and as part of a team
Strong analytical and strategic planning skills
Stakeholders Management skills
Project Management skills
Willingness to travel as required
Customer at the Center
The ability to consistently generate customer insights that drive winning customer strategies and plans, increase customer engagement and improve Customer Satisfaction
Channel & Customer Development
The ability to efficiently manage & develop fragmented trade customers from planning through to execution
Route to Market Strategy & Understanding
The ability to drive the availability of our products and service our customers via an optimal mix of direct, indirect and digital channels, optimizing total value chain profitability.
Distributor Management
The ability to effectively and efficiently select, manage and develop distributors to deliver our Route to Consumer strategy and drive execution via our Distributors
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