Distributor Business Manager (Foodservice Group) | GMA

Fulfill the requirements of the Food Safety Management System. Delivers volume and value objectives, superior foodservice channel presence, and profitability of NAI and his/her distributor/s. Manages the operational activities of his/her distributor/s. Spearheads the growth and operating results of the company by leading his/her distributor/s in the achievement of agreed Key Results Areas and Key Performance Indicators. Manages a team of salespeople with varying levels of experience as well as overseeing his/her Distributors’ Operations.

Key Responsibilities

Communication2.1 Communicates matters related to food safety, such as but not limited to regulatory requirements, preventive actions, non-conformance, corrective actions, and recalls.2.2 Communicates consistently (weekly and monthly) Business Reviews on his/her area performance, achievements, concerns, opportunities, and action plans.2.3 Continuously communicates and shares best practices of his/her distributor/s or area to DBG Organization2.4 Cascades and deploys Nutri-Asia business directions, programs, and existing and new formulated policies to the Distributor organizations and Trade Partners

Accountability2.5 Manages the operational and fiscal activities of his/her distributor business.2.6 Delivers assigned targets, monitor progress against objectives. Develop plans to address variance versus targets, provide demand forecast for assigned region / territory.2.7 Leads in the development and enforcement of Master Coverage Plan, Calls/Productive Calls, Category placement and Basic Call Procedure2.8 Executes Category and Promotion Plans in assigned area. Analyze full channel-based promotions in order to understand the foodservice operator needs, competitive activities in the area and maximize efficiency of business building programs. Consistent application of business management and analysis tools Trade Promotion Funds for the area.2.9 Ensures superior presence in all foodservice outlets in the area with saturation and new account development drives, utilizing the trade presenter and product detailing tools.2.10 Leads in the On Time and In-Full (OTIF) execution of national / regional / area trade marketing activities as prescribed in the Sales Action Brief2.11 Monitors competitive presence in his / her specified territory.2.12 Leads in the on-time development of FS channel specific programs in region/area to ensure competitive and superior Nutri

Asia products are present in both the front of the house and kitchen use.2.13 Improves skills of his/her operations Managers and other Distributor Personnel through regular office and field coaching.2.14 Develops the Distributor Business Development Plan, Route-to-Market Model, and Financial Viability Analysis for his/her distributors and provide recommendations on how to improve sustainable and profitable growth for NA and his/her distributors.2.15 Participates in distributor interviews, new staff hiring of key position/personnel.2.16 Conducts distributor joint business planning and review meetings.2.17 Conducts Distributor Diamond Ratings Operational Audit quarterly.2.18 Develops and maintain distributor/customer profiles, business planning and review presentations.2.19 Manages relationship with assigned distributors / customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key stakeholders. Resolve customer concerns and issues.2.20 Ensures his/her distributors adhere to area exclusivity and enforce ‘no encroachment’ and ‘pricing/discounting’ policies. Authority2.21 Approves Promo Work Plan (PWP) proposals of his/her distributor.2.22 Approves Promotional Claims of his/her distributor as aligned with prescribed mechanics of the PWP.2.23 Approves Requisition Slip for Bad Orders (RSBO) Claims of his/her distributor. Functional Knowledge / Skill

Requirements

Education

College graduate preferably degree course in Hotel & Restaurant Management, Food Technology and / or Business Administration / Management, or any related. Experience/ExpertiseAt least 2+ year sales experience as Distributor Business Specialist and/or Key Accounts Specialist

Mandatory Trainings

• Training on Distributor Management
• Training on Field Coaching

Training on LeadershipSkills/CompetenciesWorking knowledge in PC-based applications (Windows, Words, Excel, and PowerPoint) are required. Strong analytical, leadership, communication, innovation skills and interpersonal skills and the ability to proactively make things happen. Ability to analyze and solve complex problems. Has basic culinary skills and knowledgeable in product application.