Route-to-Consumer / Senior Distributor Development Manager

Responsibilities:

• Identify and assess current distributors based on strategic alignment, capability, and investment readiness.
• Define the profile of future-fit distributors and implement development, transition, or termination plans as necessary.
• Ensure full market reach through effective distribution coverage, including sub-dealers and wholesalers.
• Define territory allocations and enforce rules of engagement to avoid channel conflict.
• Support the design and execution of Route-to-Market (RTM) frameworks aligned with infrastructure and capability needs.
• Provide input into the creation of agreements to safeguard commercial interests.
• Drive awareness, compliance, and transparency regarding contract obligations.
• Conduct audits and provide clarifications as required.
• Drive modernization and professionalism among distributors.
• Develop and implement the Distributor Maturity Profile to guide capability assessments and improvements.
• Foster strategic partnerships with distributors through engagement sessions.
• Align on business direction, secure commitment, and promote collaborative execution of plans.
• Support the establishment of professional distributor sales teams that align with TAP standards.
• Advise on team structure, recruitment, and performance benchmarks.
• Ensure appropriate inventory levels are maintained according to seasonal or demand-based needs.
• Identify and execute targeted training and coaching programs to upskill distributor teams.
• Conduct structured performance reviews for each distributor to identify development areas and recognize achievements.

Qualifications:

• Bachelor's degree or higher in Business Administration, Marketing, Supply Chain, or a related field.
• Minimum 5 years of experience in Sales Leadership / Distributor Management / RTC/RTM Management, preferably in Food / Beverage / FMCG industry.
• Strong understanding of distributor ecosystems, channel structures, route-to-market models
• Proven ability to build, manage, and optimize distributor partnerships to drive commercial results.
• Experience in negotiating and managing commercial agreements with distributors.
• Excellent interpersonal, stakeholder management, and communication skills.
• Strong leadership with the ability to influence cross-functional teams and external partners.
• Demonstrate depth of knowledge about sales methodology, strategic selling, sales enablement and route-to-market.
• Experience rolling out sales methodologies, or other signification change management efforts, to a global sales organization.
• Demonstrate ability to define, refine and implement sales processes, procedures and policies.
• Proven ability of driving project from conception, to start to finish, not just execute on existing plan.
• Strong problem-solving skills and decision-making ability.
• Experience with Salesforce, Distributor Management System and/or other CRM system.
• Proficiency to use Sales Analytic Tool (e.g.Power BI / Excel).
• Good communication in English.
• High frequency of travelling.