DISTRIBUTOR DEVELOPMENT SUPERVISOR

Job Summary

The Distributor Development Supervisor is responsible for developing and managing the company’s distributor network, ensuring effective Route-to-Market (RTM) strategies, distributor compliance, claims management, and operational standardization. The role also supports sales capability development by strengthening sales processes, training programs, and execution across the organization.

Job Description

• Lead the sourcing and development of distributors based on company requirements and market needs.
• Develop and recommend appropriate Route-to-Market (RTM) strategies based on market and distributor capabilities.
• Manage distributor onboarding, communication, performance monitoring, and compliance with company standards and agreements.
• Review and validate distributor claims and coordinate with General Trade Sales, Finance, and distributors to resolve discrepancies and outstanding concerns.
• Develop and implement SOPs and processes to improve distributor and direct operations.
• Lead sales capability initiatives, including onboarding, refresher training, coaching, and development programs.
• Identify sales capability gaps and recommend appropriate training and development interventions.
• Improve sales processes, call procedures, playbooks, and tools to support effective field execution.
• Drive the adoption and effective use of sales systems, tools, and processes.

Job Qualifications

• Bachelor’s degree in Business, Marketing, Management, or a related field.
• 3–5 years of relevant experience in Distributor Management, General Trade Sales, Sales Operations, RTM, or Sales Capability, preferably in FMCG.
• Strong knowledge of distributor operations, General Trade, and RTM strategies.
• Experience in developing SOPs, sales processes, training programs, and sales tools.
• Strong communication, analytical, problem-solving, and stakeholder management skills.
• Willing to travel extensively as required by business operations.