Distributor Development Leader - South

3-5 Years

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Early Applicant

Job Description

Job Purpose/Overview:

The Distributor Development Leader is responsible for setting and implementing the strategy and direction for MARS Wrigley Confectionery (Malaysia) general trade channel via a network of Sub Distributors.
The incumbent has to be able to effectively build MWC (Malaysia) product distribution (optimum availability and visibility) within the appropriate trade channels at the lowest possible cost to Mars Malaysia.
To lead, develop, coach, control and motivate the distributor or 3rd party sales team and develop their functional skills and salesmanship competencies. Ensure the delivery of the general trade In Market Sales as well as GSV performance of his/her assigned area.
Responsible in building and sustaining strategic top-to-top relations with Local Key Accounts as well as Sub-Distributor owners and its personnel.
He or She must be engaged, embrace, and live Mars culture and most importantly the 5 principles.
He or She will base in central and oversee the respective region.

Key Responsibilities:

Volume

Targets: Deliver sub-distributor sales targets. Monitor progress and develop plans to address variance.
Forecast: Participate in the trade sales demand forecast- Rolling 13 Periods.

Distribution

Responsible for the achievement of distributor and Top Accounts Reach and Frequency objectives.
Responsible for the achievement of distributor and Top Accounts Call Effectivity objectives.
Responsible for the achievement of Retail Performance Standards for distributor accounts.
Distributor Model: Implement a cost-efficient Distributor Model.

In-store Execution/ Merchandising

Responsible for the execution of Picture of Success guidelines across outlet types being serviced by the distributor.
Responsible for planning the allocation and deployment of Point of Sales Materials (POSM's) to support brand communications.

Promotions

Responsible for the development, execution and evaluation of distributor in-store promotions.
Responsible for the management of distributor Trade Promotion Funds.

Account Management and Development

Business Planning and Review: 1) Responsible for the maintenance of distributor profile fact book; 2) Responsible for the development, implementation and review of distributor business plans and Scorecard.
Trading Terms (Collections/Receivables): Responsible for the management of Distributor Trading Terms including pay for performance incentives.
Trade Communication: Responsible for the implementation of the Trade Communication Plan.
Trade Pricing: Implement trade pricing strategy.

Financials

Trade Sales Profit: Deliver distributor profit targets.
Channel/Customer Profitability Management: Implement ROI analysis for distributor.

Systems / Organization Development

Recruitment (includes 3rd party sales team): 1) Align to recruitment policy; 2) Oversee distributor manpower planning and deployment based on overheads plan; 3) Liaise with 3rd party manpower agency to resolve issues on manpower turnover, retention and recognition programs.
Training & Development (include auxiliary sales team): 1) Participate in the program curriculum for distributor managers; 2) Track individual training plan progress.
Performance Management (include third-party sales team, merchandising/promoter teams)
Talent Management: Participate in the process/plan of selecting and developing the best leadership talent of the trade-sales team.
Organization Development: 1) Participate in the development and responsible for the implementation of interventions towards the ideal trade sales culture; 2) Participate in the development and implementation of a knowledge sharing system; 3) Participate in the evaluation of effectiveness and efficiency of trade sales tools, enabling equipment/software and recommend areas for improvement.

Relationship Building