Job Summary
The Distributor Manager is responsible for managing and growing the company's distributor network to ensure efficient distribution of commissary-produced products to retail, foodservice, and institutional customers. The role focuses on achieving sales targets, expanding market coverage, maintaining product availability, strengthening distributor partnerships, and ensuring excellent execution of company sales and distribution strategies.
Key Responsibilities
- Develop and execute sales and distribution strategies to achieve volume, revenue, and profitability targets.
- Manage assigned distributors and build long-term business partnerships.
- Conduct regular business reviews with distributors to evaluate sales performance, inventory levels, service levels, and profitability.
- Identify opportunities to expand distribution coverage and penetrate new markets.
- Ensure adequate inventory levels and proper stock rotation of commissary products to minimize expiries and wastage.
- Coordinate demand forecasts with Supply Chain, Production, and Logistics to ensure timely product availability.
- Monitor distributor compliance with pricing policies, service standards, and contractual agreements.
- Lead the execution of product launches, promotions, merchandising activities, and trade marketing initiatives.
- Analyze sales trends, market conditions, competitor activities, and customer feedback to develop action plans.
- Conduct regular field visits to evaluate distributor operations, customer coverage, and sales team performance.
- Coach and develop distributor sales representatives to improve selling capabilities and product knowledge.
- Prepare accurate sales forecasts, business reviews, and management reports.
- Work closely with Operations, Production, Quality Assurance, Finance, and Customer Service to ensure seamless order fulfillment and customer satisfaction.
- Manage trade spending and distributor investments to maximize return on investment (ROI).
Qualifications
- Bachelor's degree in Business Administration, Marketing, Management, Food Technology, or a related field.
- At least 8 years of sales experience, with a minimum of 5 years in distributor management within the food manufacturing, commissary, bakery, frozen foods, meat processing, or FMCG industry.
- Strong understanding of distributor operations, food distribution, cold chain logistics, and inventory management.
- Experience handling General Trade, Foodservice, HORECA, supermarkets, convenience stores, or institutional accounts is an advantage.
- Proven ability to achieve sales targets and grow distributor performance.
- Excellent negotiation, communication, and relationship management skills.
