Distributor Development Specialist South Luzon

Distribution Development Specialist

Main purpose: Ensures an effective implementation of key strategies and achieving strategic partnership with regional distributors, sub-distributors, and the trade customers within the assigned territory. Ensures consistent attainment of KPI Objectives (Key Performance Indicators) on Sales Volume, Accounts Receivables, Product Availability, Visibility and Accessibility, relevant channel coverage, new accounts development, Market returns management and distributor people development.

Start Date: 6/15/2026 or ASAP

Core Responsibilities:

GENERATING DEMAND:

•       Consistently meets the territory's monthly, quarterly and annual sales targets thru effective distributor coverage, and execution of activation programs

•       Achievement of all relevant trade channel coverage and saturation targets

•       Achievement of SKU distribution objectives by channel

•       Achievement of picture of success on display standards by channel.

ACCOUNTS RECEIVABLE MANAGEMENT:

•       Ensures distributor adherence with Calabria's credit term policy.

•       Provides advice to distributor regarding A/R Management with their sub-distributors and direct accounts.

DISTRIBUTOR MANAGEMENT:

•       Ensures distributor compliance to the terms and conditions of the distribution agreement.

•       Set and regular reviews targets in line with the territory business development plans.

•       Ensures 100% distributor deployment at all times. Maintains a list of possible regional distributors ready for deployment in instances of distributor vacancy.

•       Effective management of inventory, good warehousing practices, and sales recording of distributors.

FIELD RESOURCE MANAGEMENT:

•       Developing distributor team through performance management, coaching, and mentoring.

•       Ensuring appropriate distributor manning to meet the coverage frequency requirement of outlets especially the must-protect ones.

•       EXECUTIONAL EXCELLENCE:

•       Implement agreed activations in accordance to Calabria's trade standards and SKU range distribution.

•       Ensure appropriate distributor coverage frequency and optimum customer service levels

•       MARKET HYGIENE MANAGEMENT

•       Ensures regional distributors Good Warehousing Practices(GWP) and Good Storekeeping Practices (GSK) to keep market return levels within Calabria's acceptable range.

•       TRADE RELATIONS MANAGEMENT

•       Promotes and maintains collaborative and professional working relationship with the regional distributors, sub-distributors and key trade partners in pursuit of common commercial objectives

ASSET MANAGEMENT

•       Responsible for the appropriation, requisition, recording, maintenance, optimization and disposition of all trade assets deployed in their respective territory.

TRADE AND BUSINESS DEVELOPMENT

•       Continuously addressing regional distributor, sub-distributors and key trade partners issues.

•       Recording and submission of competitive information to RSM and TMM.

•        Identifies business opportunities by recommending appropriate activation programs that will optimize his/her territory sales potential.

ADMIN

•       Prepares and submits all required reports on time to RSM and TMM.

•       Maintains current pertinent business-related information regarding distributor, sub-distributors and key trade partners.

•       Prepares and Conducts regular business review with the regional distributor.

•       Attends Business Reviews of its distributors to their sub-distributors and key trade partners.

Distribution Development Specialist KPIs:

SALES:

•       Sell-in (volume parameters: SKU, territory, distributor) vs targets

•       Sell-out (volume parameters: SKU, trade channels, territory, sub-distributor, trade outlets) vs targets

OUTLET COVERAGE & DISTRIBUTION:

•       SKU, trade channels, territory, distributor, sub-distributors, trade outlets vs plan

ACCOUNTS RECEIVABLE MANAGEMENT

•       Overdue vs Current accounts ratio vs standards

•       A/R Ageing vs standards

MARKET RETURNS

•       Zero market returns

TRADE STANDARD MANAGEMENT

•       Number of picture of success execution vs plan

ACTIVATION

•       Number of successfully* executed trade activations

*Successful = On-time execution, fully stocked with appropriate SKUs, effective brand communication, achievement of activation metrics

Skills & Knowledge:

1. Management & leadership skills
2. Communication, presentation and negotiation skills
3. Knowledge of functional roles in the organization
4. Understanding of marketing strategies and action plans
5. Understanding of the trade and key competitors
6. Knowledge of sales & distribution systems and quality related activities.
7. Basic knowledge of Quality Assurance, beverage handling and regulatory requirements.
8. Basic knowledge of merchandising and POP concepts and principles
9. Knowledge in finance and control system procedures
10. Knowledge in MS Office applications

Package:

·       Attractive Compensation plan

·       Quarterly Incentive package up to 30% of base pay (average 20%)

·     Benefits

o   Health Insurance (individual)

o   Car Provided

§  Fleet Card up to 198L of Gas per month

o   Cellular Data plan

o   Laptop Provided

Calabria Compensation Program:

Upon 6 months, you will be evaluated for regularization. Should you continue, you will receive all the company benefits as a Calabria Company Limited employee. After that, you will undergo annual evaluations.