Job Purpose
The Distribution Sales Manager performs sales duties aimed at growing Farm Frites sales with our KSA distribution partners and their branch locations nationwide. The Distribution Sales Manager needs to maintain and develop existing key account distribution partners, also needs to develop and expand the distribution channels locally. Directs, establishes, maintains, and plans the overall policies and goals for a his local market indirect distribution channles . Develops and maintains client relationships. Ensures business growth strategies are met. Creates functional strategies and specific objectives for the sub-function and develops budgets/policies/procedures to support the functional infrastructure. The Distribution Sales Manager will act as a liaison between their assigned distribution partners, in market senior management, Product Management personnel, Branch Managers, FF senior management, internal regional sales teams, and other stakeholders.
He will track metrics, drive increased communications and be directly responsible for driving incremental growth at the distribution level. This role will have an assigned sales growth target along with specific targeted tasks (KPI's) designed to grow and solidify the partnership.
Responsibilities:
- Build off existing distribution business plan by adjusting/modifying the strategic plan to constantly drive for incremental growth
- Focus on ensuring business reviews/analysis with distribution corporate management and branches to achieve monthly/quarterly/annually sales target
- Work with Regional Sales Leads to ensure proper deployment of RSM/SDS and other available resources to properly engage and support the Key Account distributors in assigned region
- Work in conjunction with marketing team on continuously improving marketing activities that yield greater ROIs
- Manage the expos and regional distribution events to ensure FF maximize full benefits
- Maintain strong business relationships with the most senior levels of the assigned Distributor
- Help coordinate available distributors and FF resources to foster long-term partnering sales & business plans
- Establish critical KPI's for the distributor and conduct Quarterly Business Reviews to ensure mutual growth objectives are met
- Optimize profitability/margins of each key distributor through good planning of product requirements and special promotions
- Review distributor inventory levels, manage stocking orders and replenishment/rotation needs
- Work with Marketing to manage pricing, new product launch, and new market with specific product lines
- Achieve growth and hit sales targets by successfully managing the team
- Design and implement a strategic business plan that expands company's customer base and ensure its strong presence
- Own recruiting, objectives setting, coaching and performance monitoring of sales team locally
- Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
- Present sales, revenue and expenses reports and realistic forecasts to the management team
- Identify emerging regions and market shifts while being fully aware of new products and competition status
- Achieve growth and hit sales targets by successfully managing the team
- Design and implement a strategic business plan that expands company's customer base and ensure its strong presence
- Own recruiting, objectives setting, coaching and performance monitoring of sales team locally
- Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs
- Present sales, revenue and expenses reports and realistic forecasts to the management team
- Identify emerging regions and market shifts while being fully aware of new products and competition status
QUALIFICATIONS, EXPERIENCE & SKILLS
Academic and professional qualifications:
- BSc/BA in business administration, retail management or similar field
- MBA is a plus
Experience:
- A minimum of 6-10 years of experience in FMCG sales, with proven exposure to team leadership and distributor management
Skills:
- Proficiency in MS Office (MS Excel and MS Outlook, in particular)
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
- Proven ability to drive the sales process from plan to close
- Customer Centricity
- Effective Communication & Teamwork
- Accountability and Ownership
- Creativity and Innovation
