Regional Distributor Development Manager

Job Purpose

Responsible to ensure initiatives that modernize and professionalize the distributors’ business management and operations by adopting, defining, implementing, and evaluating best practices in order to support and expand the business performance of HEINEKEN direct and indirect distribution.

Accountability

• Drive alignment for targets setting for each distributor (DIP); aligned SDIP target with DIP
• Track & execute KPI-based performance.
• Manages and drive performance via reward and compensation scheme to support their improvement, ensuring data accuracy
• Develop daily/weekly sales plans & goals for DDE; strengthen omni-channel, reducing reliance on traditional ordering
• Manage territories with sales team to improve territory compliance; ensure distributors adhere to assigned areas and prevent cross-territory selling
• Lead execution plans; monitor program execution; drive behavior changes among DDE & distributors; identify improvement areas; encourage adoption of new practices; strengthen JBP collaboration.
• Re-present the Voice of Distributor in input and feedback on Distributor strategy and in-market execution
• Assist DDE in negotiating with distributors for long-term cooperation and propose reasonable improvement activity to RTC regional.
• Conduct daily meetings, plan work-with sessions, one-on-one coaching with DDE to support staff in improving performance & development of competencies

Qualifications/Experience

• Education background: University degree Masters and Bachelors, preferably in Business Management, Economics, or Marketing & Sales
• Required work experience in the field of expertise: Proven track record and strong experience in distributor development and distributor management; experience in deploying digital solutions with distributors will be plus
• Other experiences: (Digital) Transformation/acceleration, collaboration with cross function especially sales team; Distributor Development head office and CS&L team
• Functional skills: strategic thinking, People development, knowledge of industry and digital trends; strong data analytics skills
• Language(s): English (proficient in speaking and writing)
• Skills Set: Communication skills: Manages strategic relationships with several internal/external stakeholders. Clear & simple communication, proactively collaborating. Team management
• Other skills: Change management/project management, influencing without control.
• Behavioral: Key Expectations: Develop and Deliver as key drivers
• #LI-NV1