General Trade Manager
FrieslandCampina
Makati City, Philippines
3d ago

Short description

The Distributor Manager is in charge of leading his distributor selling teams win and grow AMC business and win Mid-Size Accounts and shoppers for AMC in his area of coverage.

He cascades and implements directions on how to build both business and organizational capability for the Major Accounts Channel.

He is responsible in aligning his team with AMC’s plans and directions in optimizing distributor sell-out volume, distribution, merchandising, availability and pricing in the mid-

size channel. He implements core-work processes of the MS Channel Team in the areas of account engagement, quality operations planning and execution, Daily Routine & Basic Call Procedures, canvass planning & implementation, Retail Performance Standards, effective sales presentations and account management in his area of coverage.

He must be able to lead his team optimize supply and execute excellently demand generating efforts in his area of coverage.

He is incharge of building the capability of his distributor’s MA Team. He collaborates with other support teams both internal and external teams to ensure back office readiness of his assigned distributors to drive excellence in execution.

Align Strategy

  • Joins Annual / Midyear Business Reviews and planning with top 10 customers per distributor.
  • Leads his distributors’ MA channel and key customers in strategy development and deployment system.
  • Leads in the overall organizational design of the Distributors’ MA channel and ensures all elements are in place.
  • Leads AMC and the distributors in conducting and implementing Annual Business Reviews and Plans with MA accounts in his area.
  • Designs and implements monthly joint business scorecard of his area including root-cause analysis of performance indices.
  • Conducts regular training contacts with distributors’ selling teams and leads account engagement with his teams.
  • Leads his area in treshing out issues and drawing out solution especially to recurring problems e.g. Bad order, rejection, Expired Items, delayed payments
  • Collaborates closely with his superior on directions and plans and requirements to support the MA channel work.
  • Collaborate with the GT RDMs / MFT / National MA Channel Manager to work with Distributor logistics on OTIF delivery of orders.
  • Collaborates with the MA channel team, canvass plans and priorities to be implemented monthly.

  • Leads in the local optimization of category and channel plans to continually build the business.
  • Leads in the implementation of in-store visibility and reporting tools to effectively measure On-Shelf-Availability (OSA) in the MS Channel of his assigned area.
  • Leads the Distributor in ensuring on-time and in-full deployment of field merchandising teams to drive availability and visibility of products in the MS Channel in his area.
  • Checks regularly and helps manage inventory in the trade to avoid if not reduce Bad order stocks and cases of expiring products.
  • Builds productive relationships with internal and external Teams and the key people in operations and commercial teams.
  • Jointly develops and leads the execution of programs / (i.e. promotions / merchandising drives ) that will help the Company achieve its common objectives in his assigned area.

  • Leads the Distributor in ensuring on-time and in-full deployment of field merchandising teams to drive availability and visibility of products and execution of promotions in the MS Channel in his assigned area.
  • Leads in the implementation of in-store visibility and reporting tools to effectively measure canvass drives execution of the MS Channel.
  • Reviews regularly the business strategy and tactics of the MS Team, key customers especially in the categories we are in to better understand how we can capitalize our plans to achieve competitive advantage
  • Leads his Distributor’s-MS Channel in Implementing our brand and trade programs (product launch, promotion, pricing, merchandising) flawlessly
  • Experience in

    Selling, Training and Supervision

  • Working with the Customer
  • Business Analysis and Planning
  • Basic Financial Analysis
  • Strategy Development and Deployment
  • Product Freshness / handling
  • Sound Product Knowledge
  • Knowledge of Company Profile
  • Knowledge of Competition , Key Accounts Management ,Sales, Performance Management
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