Distributor Development and RTC Manager

Job Purpose

The Distributor & RtC Development Manager will be responsible for developing and managing relationships with distributors to ensure the effective distribution of ABC portfolio to enhance market growth. This role involves strategic planning, performance analysis, and lead the deployment of RTC transformation in cooperation with diverse business functions and playing a crucial role in ensuring all activities are conducted ethically and compliantly in accordance with competition authorities’ regulations.

Duties and Responsibilities

Leadership & Monitoring:

• Sustain Customer Centricity approach via build and maintain strong relationships with existing RtC partners and potential ones

• Full responsibility on Winning with Distributors journey to achieve sales targets and market growth “Segmentation, plan, develop, track and reward”

• Monitor distributor performance and provide regular feedback and support.

• Effectively analyses financial reports to drive revenue management growth & data driven value creation.

• Build, develop and implement successful distribution agreements, ensuring compliance, manage timely, renewal, updates, and termination “if any”

• Increases market share without assuming a monopolistic/dominant position.

• Monitors and responds to competitor plans and actions.

• Effectively manage RtC partners credit to support the company's cash flow.

• Provide insight into market trends, competitor activities, consumer behavior and competitor movements for the business data driven commercial activities towards market opportunities

• Conduct market analysis to identify opportunities for distribution expansion.

• Manage any potential risk might obstructs ABC business and take alternative precautions with a proactive approach

• Provide HWOS to support RtC partners to enhance their capabilities.

• Optmize routing planning for RtC partners based on market coverage

• Embed safety culture among key RtC partners

• Prepare and present regular reports on distribution performance and market trends.

Stakeholder Management:

• Closely work with the traditional and organized trade sales and meet on a regular basis to align distribution efforts with overall business goals.

• Liaise communicate clearly with key internal stakeholders to ensure optimum deployment of RtC transformation

  • Boost distribution power with Traditional and Organized trade heads based on different markets strategy
  • Ensure with the Commercial Excellence and TM that we have updated TC and ongoing monitoring the SFP
  • Embed digital development with e-business manager to reach smooth transaction capture as a data driven sales
  • Coordinate with CSLP to close the inner and outer loop for distributors` pain-points, ensure that response rate and Net Promotor Score “NPS” are in line with OpCo ambition

• Ensure cross functional alignment to boost distribution power and maintain long-term relationships with our RtC partners via Distribution Network Design, Trade Terms and Joint Business planning

• Coordinate with logistics team to manages the supply across breweries and secondary warehouses in line with sales targets and opportunities.

• Coordinates with the Trade Marketing team to provide appropriate assistance and the development of an activation schedule and propose TM calendar

• Meets with the marketing department on a regular basis to introduce opportunities, growth ideas and demand spaces based on customer and consumer needs, and market insights.

• Effectively managing the production plan cycle(s) and RPM with RSMs and planning team

Education & Experiences

Educational Background

Bachelor’s degree in business administration is preferable

Years of Experience

5 - 8 years of experience in Distributor Management preferably in the beverage industry

Qualifications & Other Requirements

• Excellent Command of English Language

• Advanced Microsoft Skills

• Ability to work independently and as part of a team

• Strong analytical and strategic planning skills

• Stakeholders Management skills

• Project Management skills

• Willingness to travel as required

Core Functional Competencies

Customer at the Center

The ability to consistently generate customer insights that drive winning customer strategies and plans, increase customer engagement and improve Customer Satisfaction

Channel & Customer Development

The ability to efficiently manage & develop fragmented trade customers from planning through to execution

Route to Market Strategy & Understanding

The ability to drive the availability of our products and service our customers via an optimal mix of direct, indirect and digital channels, optimizing total value chain profitability.

Distributor Management

The ability to effectively and efficiently select, manage and develop distributors to deliver our Route to Consumer strategy and drive execution via our Distributors

Personal Skills

• Strategic Thinking

• Team Developer

• Analytical Skills

• Interpersonal & Communication Skills

• Negotiation Skills

• Customer Centric