Distribution Channel Manager (Hospitality)

SUMMARY:
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POSITION INFO:

In order to be considered the following is required:

• Bachelor’s degree in Business, Marketing, Supply Chain or related field
• 5 - 8 years of experience in FMCG sales, distribution or trade marketing
• Strong experience managing distributors and route-to-market strategies
• Strong understanding of FMCG distribution models (formal and informal trade)
• Excellent negotiation and relationship management skills
• Data-driven decision-making and analytical ability
• Strong leadership and team management
• Proficiency in sales and distribution systems / tools
• More travel
• Training sales teams
• Hunt new distributers in new countries

Key Performance Indicators (KPIs)

• Distribution coverage (% of outlets reached)
• Sales volume and revenue growth per channel
• On-shelf availability / stock availability
• Distributor performance and ROI
• Order fulfilment rates and delivery efficiency
• Market share growth

Responsibilities:

Channel Strategy and Management:

• Develop and execute distribution channel strategies aligned with overall sales objectives
• Manage multiple channels such as modern trade, general trade, wholesale and e-commerce
• Identify new market opportunities and expand distribution footprint

Route-to-Market Optimization:

• Design and continuously improve route-to-market (RTM) models
• Ensure efficient product flow from warehouse to end customer
• Optimize coverage, frequency and delivery models

Distributor and Partner Management:

• Appoint, manage, and evaluate distributors, wholesalers and third-party logistics partners
• Negotiate contracts, margins and service level agreements (SLAs)
• Monitor distributor performance and ensure compliance with company standards

Sales and Volume Growth:

• Drive sales volume through effective channel execution
• Ensure product availability, visibility and merchandising standards
• Support promotional campaigns and product launches across channels

Performance Monitoring and Reporting:

• Track key channel KPIs such as sales growth, market coverage, stock availability and order fulfilment
• Analyze data to identify gaps and opportunities for improvement
• Provide regular reports and insights to senior management

Inventory and Supply Chain Coordination:

• Collaborate with supply chain teams to ensure optimal stock levels
• Minimize stockouts and overstock situations across channels
• Align demand planning with sales forecasts

Market and Competitor Analysis:

• Monitor competitor distribution strategies and market trends
• Identify opportunities to improve market share and channel efficiency
• Adapt strategies to suit changing consumer and trade dynamics

Team Leadership and Field Execution:

• Lead and coach field sales or distribution teams
• Ensure execution excellence at store level
• Drive accountability and performance culture

Information displayed above not limited to advertisement

Please consider your application as unsuccessful if you have not received a response within 14 days of submitting your application.