Distributor Sales Manager

What You Can Expect

• In accordance with the RTM strategy and commercial policies defines the optimal distributor set-up in the region and leads its implementation.
• Ensures that the relevant commercial policies are observed, performs regular reviews and recommends corrective actions when applicable.
• Identifies risks related to distributors’ financial performance/health, strategic alignment, i.e. focus on our portfolio and operational excellence and proposes mitigation plan to their manager.
• Provides required input into regular distributors assessment to identify capability gaps and business risks, ensures action plan is realized and progress is achieved effectively addressing the identified risks/issues incl financial and legal risks, proposes for a distributor change in case of persisting critical risks.
• Ensures seamless transition in case of a distributor change-over, plans in advance and leads the execution with participation of cross-functional team to avoid/minimize sales losses.
• Owns the customer engagement plan using a variety of tools including on-site events and on-line interactions, such as joint market visits. Keeps personal contacts with the owners and top management of the largest distributors to ensure adequate share of mind and speed of reaction to market opportunities and issues resolution.
• Operational Excellence And Delivering On Sales Targets
• Delivers on sales targets according to the agreed list of volume/value and execution KPI’s, analyses deviations from targets and proposes corrective actions.
• In accordance with commercial policies effectively manages Indirect LKA’s to capture business opportunities at the local level, prioritizes LKA’s with the highest growth potential and allocates resources accordingly, ensures that consistent approach is used in KA management, incl. pay-for-performance in line with the guidelines developed by the Modern Trade team.
• Performs regular business reviews with distributors as per agreed frequency, scope and format, reviews the effectiveness and efficiency of budget spend and makes sure actions are aligned on to address any performance issues, holds distributors accountable for the action plan implementation.
• Contributes to the development and leads the execution of Sales incentive programmes aimed at achieving specific sales/brands-in-channel objectives beyond the regular incentive scheme.
• Sales Forecasting, Planning And Budgeting
• Contributes to sales forecasting, planning, and budgeting processes as part of the larger cross-functional planning processes - S&BP and Integrated Commercial Planning, using the designated tools and systems.
• Owns the regional budget that enables achieving business targets in all assigned sales channels in the region, makes sure that various budget sources including those managed by the on-trade team support the targets achievement.
• Owns distributors’ and team’s targets as per agreed KPI model, drives for continuous performance improvement and constantly raises the bar.
• Is responsible for an optimal planning and an efficient use of trade support budgets for the region, constantly monitors the actual spend vs target and proposes for optimisation in case of overspend, controls the trade spend efficiency and seeks ways for improvement in close cooperation with Trade Marketing and Commercial Finance teams.
• Monitors sales forecast accuracy in the assigned channel, in cooperation with SOD and demand planning teams analyses the driving factors behind forecast errors and takes measures to improve this KPI.
• Developing The Team
• Provides strong leadership and direction to 1 direct and 1 indirect reports - Regional KAM and Regional TM specialist.
• Acts as a role model of B-F values and culture.
• Keeps consistent focus on improving effectivenees and efficiency of the team.
• Leads a diverse and inclusive culture where different perspectives are encouraged and individuals feel connected and valued.
• In collaboration with the HR department, identifies the organizational capability gaps in the team and addresses them through appropriate learning and development programs.
• Supports team development by providing opportunities and coaching to the team with on-going appreciative & constructive feedback.
• Engages the team in the company's visions and directions and motivates the team to make an active contribution.

What You Bring To The Table

• Education: College/University (Bachelors or Equivalent); Bachelor’s Degree in Business or related area.
• Experiencе in FMCG branded products experience in Sales management positions.
• Experience in people management and strong leadership skills.
• Strong Business Acumen.
• English - intermediate as minimum, Fluent in Russian.
• Strong business acumen and judgment along with strategic capabilities.
• Ability to build strong stakeholders relationships at all levels, both internally and externally, and build sustainable partnerships.
• Ability to present sales information in a clear, concise and structured wayPersonal honesty and integrity. Strong work ethic with the ability to invest the hours needed to accomplish the objectives, including regular travels (approx. 40% of the time).
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