Distribution Sales Manager

Job Summary

The Distribution Sales Manager is responsible for developing, managing, and expanding the company's distribution network for commercial and industrial kitchen equipment. The role focuses on building strong relationships with distributors, dealers, resellers, contractors, consultants, and other business partners to drive sales growth, increase market penetration, and achieve revenue targets.

The successful candidate will lead distribution sales strategies, identify new business opportunities, manage key accounts, and ensure the effective promotion and distribution of the company's kitchen equipment products across assigned territories.

Key Responsibilities

1. Distribution Network Development

• Identify, recruit, and develop new distributors, dealers, and resellers.
• Expand the company's distribution network across assigned territories and market segments.
• Establish distribution agreements, sales targets, and performance standards.
• Monitor distributor performance and implement strategies to improve sales productivity and market coverage.

2. Sales and Business Development

• Develop and execute distribution sales plans aligned with company objectives.
• Achieve monthly, quarterly, and annual sales targets.
• Identify new markets and business opportunities in hotels, restaurants, cafés, catering companies, institutional kitchens, and food service establishments.
• Promote the company's commercial kitchen equipment, including cooking equipment, refrigeration units, food preparation equipment, and other related products.
• Develop sales forecasts, territory plans, and account development strategies.

3. Key Account and Relationship Management

• Build and maintain strong relationships with distributors, dealers, contractors, consultants, and major end-user accounts.
• Conduct regular client visits, business reviews, and product presentations.
• Negotiate pricing, commercial terms, sales agreements, and promotional programs within approved company policies.
• Address customer concerns and coordinate with internal teams to ensure customer satisfaction.

4. Market Development and Competitive Analysis

• Monitor market trends, competitor activities, pricing, and customer requirements.
• Identify opportunities for product expansion and increased market share.
• Recommend appropriate sales campaigns, promotions, and channel development initiatives.
• Gather market feedback to support product improvement and business planning.

5. Sales Operations and Performance Monitoring

• Prepare sales reports, forecasts, pipeline updates, and distributor performance reviews.
• Monitor sales orders, inventory availability, delivery schedules, and outstanding accounts in coordination with relevant departments.
• Work closely with production, logistics, finance, marketing, and after-sales service teams to ensure smooth order fulfillment.
• Ensure compliance with company policies, pricing guidelines, credit terms, and distribution agreements.

6. Team Leadership and Coordination

• Lead, coach, and motivate distribution sales representatives.
• Establish clear sales objectives, performance indicators, and territory assignments.
• Conduct regular sales meetings and performance reviews.
• Promote accountability, teamwork, and continuous improvement within the sales organization.

Qualifications and Requirements

• Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field.
• At least 5 years of experience in sales, distribution management, channel development, or business development, preferably in kitchen equipment, commercial food service equipment, appliances, or industrial equipment.
• Proven track record in achieving sales targets and expanding distribution networks.
• Experience managing distributors, dealers, resellers, and key business accounts.
• Strong negotiation, presentation, communication, and relationship-building skills.
• Good understanding of sales forecasting, pricing strategies, market analysis, and channel management.
• Proficient in Microsoft Office and sales reporting tools; experience with CRM or ERP systems is an advantage.
• Willingness to travel for distributor visits, client meetings, and business development activities.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual sales targets.
• Growth in distribution sales revenue and market share.
• Number of new distributors and active dealer accounts acquired.
• Distributor sales performance and territory coverage.
• Growth in key accounts and repeat business.
• Accuracy of sales forecasts and pipeline reporting.
• Collection performance and compliance with approved credit terms.
• Customer satisfaction and retention.

Core Competencies

• Strategic sales planning
• Distribution and channel management
• Business development and market expansion
• Key account management
• Negotiation and commercial acumen
• Leadership and team development
• Analytical thinking and problem-solving
• Customer relationship management

Working Conditions

• Full-time position.
• Field-based work involving regular distributor and customer visits.
• Travel within assigned territories as required.
• Coordination with internal departments, including production, logistics, finance, marketing, and technical service.

Application Instructions

Interested applicants may submit their updated résumé, including relevant sales experience, key achievements, and expected salary, for consideration.

Work Location: In person