Distributor Development Manager at PZ Cussons

Job Purpose:

Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned customers.

Responsible to:

Zonal Manager

Responsible for:

Distributor staff performance & development

Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff

Context/Scope:

A key contributor to the success of the PZ Cussons commercial strategic plan; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities:

• Achieve agreed business objectives/KPIs for assigned Distributors
• Responsible for Sell-in – Focus Brands, NPD listing, deployment, promotions etc.)
• Manages development of the Key Distributor
• Resolve AD issues e.g.
• Distributor Assessments and implementation of action plans
• Ensure Joint Business Plans are prepared and reviewed timely
• Monitor and manage execution of all Promotional /launch/ agencies activities in assigned distributors
• Market intelligence gathering and competitor activity monitoring and report timely.

Measurement/Performance Indicators

• Target vs. Actual monthly/yearly performance
   (sell-in KPIs)  
• Distributor profitability
• Achieve annual Zonal target
• Positive Health checks for the Distributors

Internal & External Relationships:

• Regional Commercial Manager
• Key Distributors
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

• First Degree in any discipline
• Computer Literacy

Experiences: (What experience brings success to this role)

• Minimum of 1-year experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

Knowledge: (What does the person need to know)

• Good knowledge of business objectives and priorities.
• Experienced driver with valid license
• Knowledge of Field Sales Management and Market Intelligence.
• PZ Cussons Leadership competencies