Distributor Sales Manager

Job Overview

Type: Dedicated for BDF Company

Reporting: Reports to Colgate MDM and Hannibal Management

Location: Libya

Job Profile

Scope of Responsibility:

The dedicated Distributor Sales Manager is responsible for working through the distributor organization to achieve BDF targeted Sales Turnover and Numerical Distribution, in a cost-efficient way; while ensuring the right 5-P execution at point of sale to dominate the retail environment.

Works in partnership with the distributor to examine what is happening in the demand chain, anticipating and analyzing problems and opportunities, and recommending solutions for stimulating profitable volume growth. The Distributor Sales Manager plays a key role by:

Business Planning & Management

Managing the distributor like a business unit

Evaluating how to define the go-to-market strategy through the distributor’s business, in a manner that is cost effective and provides a proper level of service aligned with the business strategy

Exploring & defining indirect trade customer needs, relating them with shopper behaviors, and aligning the go-to-market strategy accordingly

Developing a long term business plan for the distributor that will address both consumer and trade needs

Applying commercial and information management techniques (e.g., P&L analysis, cost-to-serve analysis, call value system, territory routing, inventory management, ordering process, accounts receivable, etc.) to follow through and analyze results and take corrective action to maintain expected business results

Interpreting & communicating corporate strategies and guidelines to the distributor organization

Influencing the distributor to grow sales and improve service by utilizing new techniques, tools and information systems (e.g., category management, scanning, etc.)

Using the latest information systems and business analytical tools (e.g. Nielsen if applicable) to examine key indicators such as Current service vs. account coverage, or competitive activity, to support decision-making

Establishing priorities and KPI’s for measuring distributor’s execution against plan

Articulating and implementing commercial policies that are aligned with the go to market strategy

Creating a common language in accordance with BDF principles and values

Working with the channel development / customer marketing to develop and implement programs for the specific retail environment

Ensuring appropriate levels of inventory at all times versus sellout

Business Development

Establishing a win/win philosophy for managing the distributor relationship, focused on profitable growth

Focusing on business development within the wholesaler by beating the competition inside the wholesaler

Developing specific plans and activities (e.g., incentive plans, loyalty programs) to increase penetration and to leverage BDF core SKUs by each retail environment

Focusing on business development at the retail level to motivate retailers to purchase BDF products

Achieving optimum cost-to-serve by evaluating best retail environments to reach through wholesalers

Monitoring sales performance, gross to net, and working capital and taking action to improve performance

Conducting a census of the individual distributor’s retail environment to determine current status

Identifying appropriate customer service levels and the appropriate structure to deliver sufficient operational coverage

Applying strategic business plan for the specific distributor retail environment(s) within the distributor’s restricted area

In-Store Execution

Ensure winning at the shelf is a top priority for the team

Focusing on the execution and delivery of the right assortment by the distributor

Ensure that 5P tactics and demand marketing initiatives are executed with excellence at the point of sale by the wholesalers

· Cascade and leverage the category knowledge by each retail environment in order to capture all profitable growth opportunities

Apply category management strategies within each retail environment, capturing the consumer opportunities in each environment, through execution

Cascading and leveraging category knowledge in each retail environment in order to capture all profitable growth opportunities

Monitoring 5 P execution (Product Assortment, Placement, Pricing, Promotion, POP/In-Store Media)

Ensuring all BDF sales fundamentals are optimized

Team Leadership

Working cross-functionally within the BDF organization to lead the account team in development and execution of business plan

Penetrating the distributor’s organization and implementing a strategy through networking

Working cross-functionally within BDF and the distributor’s organization to provide overall direction on every aspect of the distributor’s organization, and building a sense of teamwork in all areas

Providing regular communication and analysis of results to distributor manager and field sales team

Motivating the distributor’s sales force to sell / offer BDF Products instead of just taking orders

Supporting motivational initiatives (e.g. contests, rewards, incentives) to encourage special effort to drive sales & distribution

Working cross-functionally within the distributor to ensure alignment with initiatives from BDF and trends from the retail environment.

Ensuring that the distributor sales force has the tools, skills and expertise to deliver results

Providing training to ensure that the distributor sales force has the tools, skills and expertise to deliver results

Work hand by hand with the distributor on effective organizational practices such as sales compensation and incentive programs and the training and development of people for future positions