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Distribution Partner Manager (278115)

  Information

Sales
Management (6-10 years)
Not specified

  Company

Not specified
FMCG
El Raml, Alexandria, Egypt
New Cairo, Cairo, Egypt

  Description

  • Distributor Management:
    • Coordinate regular meetings with distribution partner’s teams 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, execution etc. targets to DPs based on business targets (and relevant teams) and follow up these targets regularly
    • Provide execution trainings, on-the-job trainings and coaching to DP and their teams
    • Regular Trade Visits with DP Field teams to coach DP sales team and unlock distribution and execution opportunities
    • Analyze the opportunities in the region, take proper action and implement as needed
    • Ensure DPs fully understand and execute the company's  execution / merchandising standards
    • Implement systems to track and benchmark DPs against key initiatives/goals
    • Plan and Execute incentive programs in line with company targets in order to keep sales representatives focused and motivated
    • Be a credible beverage business consultant to DPs and customers and act as a category captain by presenting category and the company's Potential
  • Distributor Structure and Accountability Expert:
    • Thorough working knowledge of distributors internal systems and structure
    • Understand distributor’s hierarchy and has relationship from the top down (Owner to Managers)
    • Clear understanding of the person responsible and accountable for tasks or programs within DP
  • Business Planning:
    • Develop with assigned DPs the annual business plans (bottom up) with regards to organization requirements, distribution, volume, investments, and KPIs
    • Secure  agreement  on  necessary  subjects  (distribution  build-up  by  month/channel,  sales  forecast  by  SKU/month/channel/ segments…)
    • Establish POS allocation by distributor
    • Coordinates with relevant stakeholders to issue on-going updates against allocation
  • Budget Management:
    • Manage assigned budgets where applicable (Examples: incentive budgets, free goods budget, POS budget and in some cases regional account budgets)
  • Business Intelligence:
    • Maintain strong working knowledge of all relevant  systems
    • Proactively use available reports to maximize on all opportunities including competitor intelligence
    • Hold DPs accountable for data submission into the company's systems to ensure accurate and timely information
  • Share and enforce guidelines with regards to the company's inventory policy
  • Develop working knowledge of geographic and demographic areas in assigned geography
  • Ensure a sustainable Go to Market (GTM) strategy and structure in assigned geography
  • Develop expertise with regards to product competition and distributor competition in respective area
  • Communicate regularly and works effectively with all internal sales team (Off-Premise Key Accounts) and marketing teams to secure full alignment of the sales goals with the DP
  • Manage risk by taking alternative precautions with a proactive approach by determining the risks that would hamper the business.

  Requirements

  • Bachelors Degree from a reputable university.
  • Minimum 5 years of experience in Consumer Goods industry preferably in Beverages.
  • Distributor and Supplier experience is a must.
  • Successful track record in team management and leadership.
  • Region geographical knowledge beneficial
  • Fluency in English is a must.
  • Excellent Communication skills.
Created on27 Oct 2022
Last updated on19 Nov 2023
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