Distribution Development Manager (B2C)

This position is responsible for the sale of a company' products in assigned geographical region.
(1) Set-up of a sustainable access to market for MOTUL Vietnam
(2) Design and deployment of the best content of partnership to ensure customer advocacy, footprint expansion and sales growth
(3) Measure of progress and roll-out of corresponding action plans in link with the other functions of the company
1. To develop distribution model, route-to-market, and channel strategies for both Sales AO & CI Maintenance, & CI Export (if required)
- Lead in building suitable distribution model, KPI and dashboard
- Build up annual channel operating plan
- Reinforce channel operation process
- Lead key market surveys
- Monitor joint cooperation with outside partners
2. To analyse the effectiveness of the channel network and execute the improvement plan
Supervise and analyse data of Distributor Tier 1,2,3 performance (quantitative and qualitative vs. the qualification required) and workshop levels with use and improvements of the database
- Report analysis of coverage, # new outlets, SKU penetration, strike rate, route lists
- Develop action plan to fulfil the gaps together with Sales Director
- Combine with RSM/BDM/SS to execute improvement across the network and enforce standards
- Combine with MKT/ Sales teams to maximize and utilize effectiveness for distribution channel from events and programs
3. To build capability of distributors
- Develop recruitment process and qualification criteria to select new distributors.
- Improve criteria of annual distributor classification
- Build relationship with distributors, key dealers
- Provide necessary trainings to build distributor's capabilities
- Monitor cross-territory price dumping
- Support RSM/SS to use the qualification criteria to select new Distributors. Work to upgrade the capability of existing Distributors to meet the qualification required
- Analyse the SO, Inventory reports to track or support Distributor's performance.
- Check and ensure the accuracy of reports
4. To build up the Distribution Excellence models
- Collaborate with the regional project development team
- Implement project outcomes for the local team
- Drive-in close collaboration with Sales and Marketing to build up strong channel sales and distribution in line with market strategy, analyse what competitors do, and what could be our differentiation factors
- Measure performance/ feedback, design solution proposal
and prepare corresponding action plans