Senior Sub-Distributor Development Manager

Purpose of the job

Define and build the “Sub-Distributor of the Future” by clearly establishing the role of sub-distributors across regions and identifying key activities to unlock their full potential. This includes expanding indirect market coverage and activating the global Sub-D framework, guided by key business drivers

Key Responsibilities

• Indirect Network Design

Redesign the indirect distribution network to determine the optimal number of sub-distributors (Sub-Ds) and identify priority focus areas in collaboration with global, regional, and sales teams.

• Role Definition & Coverage Optimization

Classify and define Sub-D roles by aligning service levels with Distributor Coverage Optimization.

Evaluate key levers such as credit terms, minimum order quantities (MOQs), operational efficiency, and delivery costs.

• Performance & Model Development

• Develop and pilot innovative initiatives to enhance the Sub-D operating model.
• Establish a comprehensive coverage model and execution process for consistent implementation by Sub-D Sales Supervisors.

• Sub-Distributor Engagement

• Execute and monitor the Sub-Distributor Engagement Program.
• Conduct regular business review meetings to track performance and drive improvements.

• Incentive Program Design

• Design and implement incentive schemes aligned with growth objectives and indirect coverage expansion

Job Requirements

Education: University degree Masters and Bachelors, preferably in Business Management, Economics, or Marketing & Sales

Skill & Competencies:

• Strategic & Analytical
• Strong strategic thinking with the ability to design and optimize indirect distribution models
• Solid analytical skills to assess coverage, cost structures, and performance drivers
• Ability to translate complex market dynamics into actionable strategies
• Route-to-Market & Commercial Acumen
• Deep understanding of distributor and sub-distributor management
• Strong knowledge of route-to-market, coverage optimization, and indirect channel expansion
• Commercial mindset with experience in incentives, credit policies, and operational levers (e.g., MOQs, delivery cost)
• Stakeholder Management & Influence
• Excellent stakeholder management across global, regional, and local teams
• Strong influencing and negotiation skills
• Ability to align cross-functional teams toward common objectives
• Execution & Change Management
• Proven ability to lead and implement transformation initiatives
• Strong project management and execution discipline
• Ability to drive adoption of new ways of working across markets
• Communication & Collaboration
• Strong communication skills (verbal and written)
• Ability to simplify complex concepts for different audiences
• Collaborative mindset with experience working in cross-functional teams

Experience

• Minimum 6+ years of experience in sales, distribution, or route-to-market roles
• Proven experience in Distributor/Sub-D development and indirect channel management
• Experience in designing and optimizing distributor networks and coverage models
• Exposure to commercial policy setting (e.g., incentives, credit terms, pricing structures)
• Experience working in cross-functional and multi-market environments
• Background in logistics or supply chain is an advantage
• Fluent in English

Required Skills/Competencies

• Communication skills: Manages strategic relationships with several internal/external stakeholders. Clear & simple communication, proactively collaborating
• Other skills: People management, building collaborative relationships, change/project mngt, influencing

Languages: English (proficient in speaking and writing)

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