Distributor Territory Development Leader

Reporting to: Distributor Development Manager

Duty Post: Bulacan

Work Setup and Schedule: Onsite, Monday to Saturday

Application Duration: This job posting will remain open until the vacancy is filled.

Distributor Territory Development Leader

As the Distributor Territory Development Leader in the area of Sales - Trade & Commercial Planning, you will:

• Distributor Management - Assuming overall accountability in managing Distributor exclusive areas, including but not limited to the following:
  • Track DP performance thru dashboard, balanced scorecard, and all tools applicable, to ensure KPIs are met, and discuss with partner DPS to address any concerns immediately that impacts the business operation.
  • Perfoms weekly performance review with their counterpart DP Supervisor.
  • Review detailed bottom-up volume plan weekly as propose by the DPS, to ensure at par with the committed volume plan forecast.
  • Performs weekly update to DDM for the territory KPI achievement and action plan.
  • Establish strong and collaborative relationships with Distributor Partners, and provide timely support and guidance.
• Distributor Territory Development
  • Propose strategies to drive growth and increase sales performance of the DPs.
  • Review coverage planning if aligned to achieve optimum business growth in the territory
  • Evaluate territory market conditions, competitive threats, and changing dynamics which may impact overall profitability of JTI and DPs, and come up with strategy to mitigate the risk and ensure JTI business.
  • Provide guidance to DPS on best practices to maximize their performance.
  • Work with DDM in identifying potential subdistributor to expand and strengthen distribution network.
  • Drives consumer centric approach to each DPS squad by sharing and guiding how to use enablers developed by JTI team.
  • Suggest strategies to ensures in-store retail/wholesale pricing is consistent with agreed pricing objectives.
• Compliance and Reporting
  • Monitor and enforce compliance with agreed upon terms and conditions, such as pricing, payment terms, promotional requriements, and reporting.
  • Performs program execution field work validation for the DP covering exclusive area. Ensuring Program runs according to the objective, and outlet occurrence sense validation
  • Conducts regular trade audits, validation and surveys
  • Ensures accuracy of TME data and territory customer master data
  • Prepares reports, analysis and other administrative tasks to further align the team on the current activities and directions
  • Provides timely feedback to stakeholders and prepares necessary report as requested by the CBU, DDM, and NDMDM

Requirements:

• Bachelor’s degree or higher in Business Management, or any other quantitative subjects / related field
• Minimum of 3 years progressive experience in FMCG.
• Proven experience in Sales, Marketing, Distributor Management, and Financial and Operation Management.
• Track record in stakeholder management
• Experience in common Route-to-Market models in the Philipines is not essential but is advantageous
• Functional skills:
  • Account Management and Relationship Management skills.
  • Stakeholder Management
  • Strong business acumen with numerical literacy.
  • Advanced Communication, Presentation & Negotiation Skills
  • Knowledge of Finance & Control systems & procedures
  • Strategic thinking
  • Change management skills
  • Project management skills
  • High level of energy, willingness and ability to drive results
  • Ability to initiate and incorporate the changes, flexibility, out of the box thinking
  • Structured thinker with excellent analytical skills
  • Good knowledge of modern data collection and processing tools
  • Computer literacy (advanced Excel is required)
  • Strong strategic planning and analystical skills, with the ability to translate data into actionable insights and recommendation.
• The role will cover San Juan Del Monte, East, West, and Central Bulacan

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