Sales and Distribution Manager
Position Circumstances
- Career Category: Exec. / Management, Sales / Marketing, Business Administration
- Schedule:Full-time
- Salary: Negotiable
Reports To: Business Development Head
The Sales and Distribution Manager is responsible for driving sales growth and ensuring effective distribution of FMCG products across assigned territories. This role focuses on managing distributors, expanding market coverage, optimizing route-to-market strategies, and leading sales teams to achieve volume, revenue, and market share targets.
Key Performance Indicators (KPIs)
- Sales volume and revenue growth
- Distribution reach and outlet coverage
- Market share improvement
- Distributor performance and ROI
- Sales team productivity and effectiveness
Duties & Responsibilities:
- Sales Management
- Develop and execute sales strategies to achieve monthly, quarterly, and annual targets
- Monitor sales performance and take corrective actions to close gaps
- Analyze market trends, competitor activities, and consumer behavior
- Prepare sales forecasts, budgets, and performance reports
- Distribution & Channel Management
- Manage and develop distributor networks to ensure optimal product availability
- Expand numeric and weighted distribution across general trade, modern trade, and wholesale channels
- Ensure efficient stock management, order fulfillment, and on-time delivery
- Optimize route planning and coverage models for sales teams
- Trade Marketing & Execution
- Ensure effective execution of in-store activities and promotional campaigns
- Collaborate with marketing and supply chain teams for seamless execution
- Monitor marketing budget execution and optimization
- Relationship Management
- Build strong relationships with key distributors, wholesalers, and retailers
- Resolve channel conflicts and handle escalations professionally
- Negotiate commercial terms within company guidelines
Expected Profile of Candidates
Skills & Knowledge:
General & Technical Skills
- 10 years of FMCG sales experience, with at least 3 years in a managerial role
- Strong understanding of FMCG distribution models and route-to-market strategies
- Proven ability to manage distributors and large sales teams
- Proficient in MS Excel and sales reporting tools
- Driving license obtained and preferably English speaker
Soft Skills
- Excellent negotiation and communication abilities
- Analytical and problem-solving mindset
- Results-oriented with strong execution focus
