• Setting up & leading a distributor lead business model in market, transforming the route to market, if necessary, from a direct sales model to distributor model.
• Directly responsible for driving performance, business growth and profitability within the distributor market
• White space new revenue development: channel, markets/geographic, portfolio, GTM partners
• You will set the and guide the business strategy for expansion, growth and profitability in the country channels, liaising with Brand Managers and cross-functional teams
• Developing goals for the distributor management team and business growth and ensuring they are met
• Training personel and helping team members develop their skills
• Build winning market positions by identifying new opportunities, developing, defining, negotiating strong business relationships.
• Work with both the lead market and Tea Export company to drive growth and performance of the market.
• Manage forecasting and stock management in market alongside the distributor.
• Identify & exploit white space business development opportunities: Channels, portfolio, consumer groups etc.
• Development and support execution of marketing strategy with distributors.
• Facilitate rolling out of X-border portfolio solutions from other markets with the support of Tea Export Company.
Your Key Tasks:
- Operations:
• Drive overall growth and performance of country via distributors and retailers
• Drive reach and distribution of Tea in country
• Drive 6P execution for the category
• Challenge and guide distributor markets on GTM partners, portfolio, channels, execution to ensure the best performance and knowledge transfer between markets
• Set annual negotiation strategy and framework of financial incentives - TTS, BMI, performance targets and align with lead markets
• Own JBP with Distributors and Key Retailers
• Build winning market positions by identifying new opportunities and areas for growth and work with Distributor Managers in market manage end to end implementation from idea to launch.
• Support distributor markets to identify, develop, define strong business relationships with GTM partners & e-commerce platforms and develop Key Performance Indicators
• Responsible for the P&L delivery of market, own budget and spend to support distributor markets.
• Develop GTM partners capabilities – sales training and support.
• Lead the S&OP process with lead market.
• Source and analyse secondary sales data in order to uncover portfolio, channel or geographic opportunities.
• Roll out and adapt existing portfolio and marketing mixes from lead/direct markets.
• Roll out and adapt existing communication campaigns from lead/direct markets including B2C, B2B and digital.
• Develop and support GTM marketing partners capabilities- marketing training and support.
• Lead strategic pricing analysis and key competitor analysis highlighting gaps and opportunities for growth.
• Ensuring all payments are done on time and coordinates relevant process with TEC to ensure smooth continuity on day to day operations
- Stakeholder Management and key interfaces
Scope: Build and develop performance of distributor market.
Key interfaces:
• Internal:
Lead market
- General manager (line manager)
- Business development/Customer development teams
- Marketing managers
- Supply chain management for forecasts, stock availability, in market quality issues, roll out of new mixes, etc
• Finance Business Partners
Tea Export company:
- Tea Export Company Sales and Marketing Lead
- Tea Export Company ABM
- Tea Export Company Business Development Managers
- Tea Export Company Supply Chain Lead
• External:
- Customers: including GTM distribution partners
- Key Retailers / Customers
- Marketing/communication agencies (if applicable)
- Flexibility for this Role (Working Model, Mobility):
• The role is full-time role based the in the distributor market or in the lead market; flexibility is available as the role will mainly be working with the key GTM distribution partners as well as the team in the lead market and Netherlands based Tea Export Company.
• Travel will be required at certain points throughout the business cycle.
•· Team members will sit in hubs as well as other distributor market.
• Job Sharing is not possible.
Educational Background/Work History Must Haves:
• Commercial degree, preferably in sales and marketing.
• At least 8-10 years of working experience in Sales & Marketing with 3-5 years’ experience in a FMCG business managing distributors
• Business development/sales management experience
• End to end business understanding including supply chain and logistics
• Proven track record of delivery topline and bottom-line results.
• Experience with digital demand creation and fulfillment
Nice to have:
• Experience within the beverages/ tea category
• B2B experience- Food Solutions
Professional Knowledge/Skill Requirements Must Have:
• Functional and technical knowledge
• Sales: Strong communication and negotiation skills
• P&L – financial acumen
• Communication skills
• Problem solving skills
• Negotiation skills
• Language Requirements: English, plus local language
Nice to have:
• Digital marketing/ demand creation – EG: Running online digital campaigns.
• E-Comm sales – listing and driving online sales through e-com partners EG: Amazon
156 Nguyễn Lương Bằng, Tân Phú, Quận 7, Thành phố Hồ Chí Minh, Việt Nam