Distribution Partner Manager | Non-Liquor

SUMMARY:
The Distribution Partner Manager is responsible for building and executing growth strategy across Independent Rural and Urban Trade channels in the non-liquor space. This role focuses on managing third-party distribution partners (DPs), optimising sales performance, executing Perfect Store standards, conducting trade analysis, and leading the successful rollout of strategic initiatives in underserved market areas.

POSITION INFO:
JOB TITLE: Distribution Partner Manager | Non-Liquor
AREA: Gqeberha, Eastern Cape, South Africa
INDUSTRY: Fast-Moving Consumer Goods (FMCG) – Beverage Sector (Non-Liquor, Energy Drinks)
Salary / CTC: Market related Depending on current earnings, qualifications, and experience)
Report to: Head of Direct Distribution / Regional Sales Director
Type: Permanent

Key Responsibilities:

1. Data Analysis & Opportunity Mapping:

• Conduct trade visits and analyse geographic areas to assess outlet density and sales potential.
• Determine minimum service requirements by DP based on regional opportunities.
• Use data-driven insights to identify and prioritise sales initiatives.

1. Strategic Business Planning:

• Develop annual business plans for all DPs in the region, aligned with overall strategic goals.
• Collaborate with DPs to co-develop tactical plans covering volume targets, distribution growth, execution, and depletion data.
• Monitor ROI on all sales and marketing initiatives.

1. Distribution & Sales Management:

• Set clear targets for DPs and ensure structured routines, call cycles, and operational efficiency.
• Lead monthly business reviews and performance assessments with DPs.
• Support DPs in hitting volume, distribution, pricing, and promotional targets through field coaching and training.
• Inspire and reward DP sales teams to create passion for the brand.

1. Forecasting & Order Planning:

• Prepare accurate sales forecasts and manage DP ordering in alignment with stock on hand and trade performance.
• Use build/draw calculation tools to balance financial and market-based sales activities.

1. Trade Execution & Partner Engagement:

• Conduct regular trade visits to validate market performance and Perfect Store implementation.
• Use data insights to present actionable opportunities to DPs.
• Monitor field force execution and support conceptual selling of new initiatives.

1. Budget & Resource Management:

• Oversee budgets for commercial, sales force, and BTL marketing initiatives.
• Ensure all spend is aligned with SAB and partnership priorities and ROI expectations.

• Matric and a Bachelor’s Degree (preferred, but optional)
• Valid driver’s license
• Fluent in English (Afrikaans/Xhosa an advantage)

• Strong leadership and interpersonal skills
• Excellent negotiation and stakeholder management abilities
• Strong financial acumen with the ability to analyse data and P&L
• Strategic thinker with operational execution capabilities
• Advanced MS Excel, PowerPoint, and field sales reporting tools
• Independent, proactive, and solution-oriented
• Ability to travel 80–90% of the time

• Minimum 5 years’ experience in FMCG sales (Off Trade/Independent/Rural and Urban sectors)
• Proven success in third-party/distribution partner management
• Regional account or key account management experience highly beneficial
• Experience in leading and training external sales teams

• Strategic Planning
• Trade Marketing Execution
• Channel Management (Rural, Urban, Independent)
• Budget & Sales Forecasting
• Third-Party Sales Leadership
• Analytical Reporting
• Field Coaching and Sales Development
• Communication & Influence