DISTRIBUTOR DEVELOPMENT & COMMERCIAL STRATEGY SPECIALIST

Purpose of the position:

Responsible for developing and executing the Route-to-Market (RTM) and Go-to-Market (GTM)

strategy for RAM Food Products, Inc.’s distributor network to drive market expansion, sales growth,

distribution coverage, and distributor profitability.

Key Responsibilities:

• Develop and implement RTM and GTM strategies aligned with RAM’s commercial objectives.
• Assess distributor capability, capacity, profitability, and market potential; develop plans to improve performance.
• Identify, evaluate, and develop new distributor partners and territories to expand market coverage.
• Develop distributor guidelines covering contracts, territory coverage, organization, performance standards, and profitability.
• Develop distributor business plans, targets, and performance scorecards.
• Monitor distributor performance and recommend actions to improve sales, distribution, productivity, and profitability.
• Provide strategic coaching, training, and tools to strengthen distributor sales and operational capabilities.
• Identify market, channel, and territory opportunities and develop business cases for expansion.
• Work closely with Sales, Marketing, Finance, and Supply Chain to ensure effective distributor execution.
• Conduct regular distributor business reviews and provide management with commercial insights and recommendations.

Qualifications, knowledge, skills required:

• Bachelor’s degree in Business, Marketing, Management, or a related field.
• At least 5 years of experience in FMCG sales, distribution, trade marketing, business development, or distributor management.
• Strong understanding of FMCG channels, distribution economics, territory management, and sales execution.
• Strong commercial and financial acumen with the ability to evaluate business opportunities and distributor profitability.
• Strong analytical, negotiation, influencing, and relationship management skills.
• Willingness to travel regularly to distributor locations and assigned territories