Distributor Channel Manager at Hibgli Agro Limited

This is a new channel build from the ground up. We're hiring a Distributor Channel Manager to design, launch, and scale HAV's distributor network. You'll recruit distributors, set up the operating model, and build this into a ₦100M+ annual revenue channel. Think of yourself as the GM of a business unit within HAV.

This role is ideal for someone who has worked inside FMCG distribution (at companies like Nestle, Dangote, Dufil, Flour Mills, or Chi) or at a B2B platform (OmniRetail, Alerzo, TradeDepot) and wants to build something from scratch.

What You'll Do

Channel Strategy & Setup (First 90 Days)

• Design HAV's distributor model: margin structure, territory assignments, minimum order quantities, credit terms
• Define ideal distributor profile (warehouse capacity, vehicle access, retail network, capital)
• Create distributor onboarding kit: product training, pricing sheets, marketing materials
• Set up tracking systems for orders, inventory, and payments

Distributor Recruitment (Ongoing)

• Identify and recruit 10+ distributors across Lagos zones by end of Q2
• Source from: existing FMCG distributors, OmniRetail/Alerzo networks, wholesale traders
• Conduct due diligence: site visits, financial checks, reference calls
• Negotiate and sign distributor agreements

Channel Management (Ongoing)

• Set monthly targets for each distributor and track performance
• Conduct weekly check-ins and monthly business reviews
• Resolve conflicts (territory overlap, pricing issues, stock shortages)
• Manage distributor working capital/credit where applicable
• Coordinate with operations on inventory allocation and delivery schedules

Growth & Optimization

• Analyze channel performance: sell-through rates, margins, coverage gaps
• Identify opportunities to expand into new territories (Ogun, Oyo, etc.)
• Test new models: sub-distributors, van sales, digital ordering
• Build relationships with retail chains and modern trade for future expansion

Requirements

Must Have

• 2-6 years experience in FMCG distribution, trade marketing, or channel sales
• Hands-on experience managing distributors or working as/with distributors
• Deep understanding of Nigeria's informal retail ecosystem
• Strong commercial acumen: margins, pricing, credit management
• Proven ability to recruit, negotiate, and manage third-party partners
• Excellent Excel/data skills for tracking and analysis
• Valid driver's license; own vehicle preferred
• Based in Lagos with ability to travel within the state frequently

Ideal Background

• Distribution/trade roles at: Nestle, Dangote, Dufil (Indomie), Flour Mills, Chi, PZ Cussons, Unilever
• Operations or partner management at: OmniRetail, Alerzo, TradeDepot, Sabi
• Regional sales manager or area sales manager experience
• Experience launching new products or channels into market

Nice to Have

• Existing relationships with Lagos-based distributors
• Experience with cooking oil, edible oils, or related food commodities
• Familiarity with route-to-market planning tools
• Understanding of logistics and warehousing operations