Overview
To lead sales growth, market expansion, and execution excellence for the Quaker portfolio across all relevant channels by driving distributor performance, strengthening channel strategies, and ensuring superior in-market execution. The role partners closely with Distributor to translate commercial strategy into sustainable volume growth, market share gains, and best-in-class availability, visibility, and promotional effectiveness.
Responsibilities
- Own end-to-end territory performance for Quaker across all assigned channels, delivering volume, distribution, share, and revenue targets.
- Lead and govern distributor partnerships to drive sustainable growth, operational excellence, and strong financial performance.
- Develop and execute business plans aligned with national channel strategies and Quaker growth priorities.
- Partner with Distributor in doing expansion of distribution and outlet penetration across channels to unlock incremental growth opportunities.
- Ensure best-in-class execution in availability, pricing integrity, shelving, and promotional activation across all channels.
- Monitor and optimize distributor KPIs including stock health, forecast accuracy, order fulfillment, service levels, and ROI on trade investments.
- Conduct structured business reviews with distributors to identify risks, performance gaps, and growth levers; drive corrective and strategic action plans.
- Collaborate cross-functionally with KAMs, Demand Planer, Trade Marketing to ensure alignment on commercial initiatives and flawless execution.
- Provide strategic market insights, competitive intelligence, and channel feedback to influence Quaker's commercial and trade strategies.
Qualifications
- 68+ years of FMCG sales experience with proven track record managing territories and distributor networks.
- Experience in KAM (MT, MTI, LKA)
- Experience handling multi-channel business (e.g., Modern Trade, General Trade, Wholesale, etc.)
- Strong commercial acumen with understanding of P&L impact, trade investments, and revenue growth management.
- Demonstrated ability to lead distributor governance, business reviews, and capability development.
- Strong analytical capability in sales forecasting, KPI tracking, and performance optimization.
- Strategic thinking with ability to translate channel strategy into actionable plans.
- Strong stakeholder management and influencing skills across internal and external partners.
- High ownership mindset with ability to drive results in complex, dynamic market environments.
