Distributor Development Manager

Qualification and EXPERIENCES REQUIREMENTs 

• Bachelor’s degree or higher in Business Administration, Marketing or related fields. 
• Minimum 8 years of working experience in Distributor Management, Field Sales Management and Sales Capability Development with proven success 
• Good Understanding of channel structure and opportunities by region
• Experience in expanding new business using distribution channels
• Strategic thinking and planning with strong commercial acumen and analytical skills
• Self-motivated team player with the ability to work independently and sense of ownership 
• Able to build relationship and collaborate with distributors & sales team and convince all stakeholders to align
• Strong interpersonal, communication and influence skills 
• Able to travel periodically to UPC and working in flexible schedule

Responsibilities

Key ROLES and Responsibilities  

• Define Route-to-Market Strategy and Solutions
• In-depth understanding of market/region landscape and route-to-market structure.
• Develop route-to-market strategy and solutions to grow Glico product portfolios in TT market and drive Glico sustainable growth and profitability.
• Understand and analyze in distributor P&L including price value chain and able to recommend and improve profitability via all business activities in the fields.
• Provide guidance and solutions to improve sales fundamentals and in-call execution
• Lead business development initiatives and feasibility for new segments/channel and develop the key growth plan.
• Develop selling process with specific approach by different areas/regions. 
• Lead Distributor Development and Management
• Create and develop distributor networking and relationship across existing distributors and recruit right partners in strategic locations with compelling business proposal.
• Develop business standard requirements (cash flow, organization, infrastructure and market expertise) to meet route-to-market strategy.
• Set up distributor remuneration and right KPIs to drive business satisfaction and ensure that sales structure and P&L are up-to-date and competitive as market situation.
• Drive and monitor distributor performance assessment and ROI to improve distributor capabilities and operation efficiency.
• Improve the efficiency and and effectiveness of the Route-to-Market models and Glico Distributors’s Satisfaction and understanding the gaps between strategic intents and execution and balancing cost-to-serve and margin generation.
• Drive Distributor & People Capabilty
• Lead and drive strong distributor capability and sales engagement by field sales coaching and recognition programs.
• Work with Head of TT and ASM to study, pilot and/or implement activites to develop field-based sales team and drive solutions to improve sales capability and salesforce effectiveness. 
• Analyze and evaluate training needs/gaps on an on-going basis to keep training current, effective and result driven.
• Develop an induction program for new distributors/salesmen.
• Build loyalty and be proud to become a part of Glico Family.