Distribution Development Manager

Develop Strategic Distribution Model & Channel

• Lead the design and implementation of an optimized distribution model aligned with overall business strategy.

• Define and deploy key performance indicators (KPIs) and real-time dashboards to monitor channel effectiveness and distributor performance.

• Develop and execute an annual channel operating plan to enhance operational efficiency and market responsiveness.

• Continuously improve and refine channel operations to maximize effectiveness and consistency across all activities.

• Leverage advanced analytics to enhance route-to-market strategies and drive data-informed channel decisions.

• Integrate digital and physical touchpoints to build a robust omnichannel distribution framework.

• Support e-commerce growth and last-mile delivery initiatives through strategic partnerships and agile distribution models.

Analyze and Optimize Distribution Effectiveness

• Supervise and evaluate the performance of Tier 1, Tier 2, and Tier 3 distributors using both quantitative metrics and qualitative criteria aligned with company standards.

• Assess workshop performance by leveraging and continuously enhancing the distributor and outlet database for improved accuracy and decision-making.

• Deliver regular performance reports covering key indicators such as market coverage, outlet acquisition, SKU penetration, strike rate, and route execution efficiency.

• Develop and implement targeted action plans to close performance gaps in the distribution network, in close collaboration with the Sales Director.

• Partner with Regional Sales Managers (RSMs), Business Development Managers (BDMs), and Sales Supervisors (SS) to execute operational improvements and enforce compliance with distribution standards.

• Work closely with Marketing and Sales teams to optimize channel effectiveness through strategic activation programs, promotional campaigns, and customer engagement events.

Build and Enhance Distributor Capabilities

• Design and deliver comprehensive training programs to elevate distributors’ skills, product knowledge, and operational expertise.

• Provide ongoing technical support and consultancy to help distributors streamline their processes and maximize efficiency.

• Drive improvements in distributors’ work efficiency and sales performance through targeted coaching and development initiatives.

• Optimize distribution activities to boost overall performance and broaden market coverage.

• Develop and refine recruitment processes and qualification standards to attract and select high-potential new distributors.

• Enhance the criteria and framework for annual distributor classification to ensure objective and performance-based evaluation.

• Foster strong, collaborative relationships with distributors and key dealer partners to support mutual growth.

• Support Regional Sales Managers (RSM) and Sales Supervisors (SS) in applying qualification criteria for distributor selection and capability upgrades.

• Analyze sales order (SO) and inventory reports regularly to monitor distributor performance and provide timely support where needed.

• Verify the accuracy and completeness of distributor performance reports to ensure reliable data for decision-making

Develop and Implement Distribution Excellence Models

• Collaborate closely with the regional project development team to ensure alignment and knowledge sharing.

• Lead the local implementation of project deliverables, ensuring effective adoption and execution.

• Work in tight partnership with Sales and Marketing teams to strengthen channel sales and distribution networks, aligning initiatives with overall market strategy.

• Conduct competitor analysis to identify market trends and uncover unique differentiation opportunities for our brand.

• Monitor performance and gather feedback continuously; design actionable solution proposals and develop corresponding implementation plans to drive continuous improvement.

Qualification & Certification

• University degree in Business Administration, Economics, or related fields.

Background & Experience

• At least 5 years in the same role. Experience in similar industries is a plus

Professional skills

• Market and Industry Understanding

• Distribution and Channel Management

• Product Knowledge

• Sales Process and Selling Skills

• DMS & Sales Analytics Tools

• Training & Capability Development

Inter-Personal skills

• Negotiation skills

• Persuasive communication skills

• Highly self-disciplined

• Problem solving skills

Leadership & Management skills

• Strategic Thinking & Planning

• Coaching & Team Development