Drive the distributor management agenda, including planning, implementation, performance review, and improvement recommendations, to ensure high-performing distributors in assigned regions.
Deliver key distributor KPIsespecially Sales (S2), Active Accounts, and Days of Inventorythrough strong monitoring and interventions.
Design effective distributor strategies and operating models in collaboration with the Distributor Development Manager.
Lead coordination with key internal and external stakeholders (Distributors, Regional Business Managers, Marketing, Finance, Commercial Insight, etc.) to align and execute distribution strategies.
Lead initiatives to enhance distributor commercial terms (e.g., variable margin structure, terms of payment), including reviewing distributor P&L and assessing financial health.
Manage distributor ways of working and operational excellence, such as business reviews, warehouse & delivery standards, and best practice sharing.
Ensure distributors are equipped with proper DMS (Distributor Management System) tools and collaborate closely with IT for implementation and issue resolution.
Identify opportunities for distributor consolidation, territory optimization, and improved coverage to maximize product availability in-market.
Provide insights, analysis, and recommendations to improve distributor performance and support strategic decision-making.
Requirements
Education & Experience
Bachelor's degree in Business, Management, or related field.
57 years of experience in sales, distribution management, or handling complex distributor/customer relationships.
Technical Skills
Strong understanding of distributor management and operations.
Knowledge of distributor P&L, financial analysis, and commercial terms.
Territory management expertise.
Proficiency in Excel and PowerPoint.
Competencies
Strong analytical and business acumen.
Excellent communication and influencing skills, with the ability to work crossfunctionally and manage senior stakeholders.
High learning agility and problem-solving mindset.
Ability to navigate complex scenarios (e.g., restructuring margin models, optimizing distribution structure).
