Distributor Business Manager (Foodservice Group) | GMA

Nutri-Asia, Inc.; Metro Manila; On-site; PHP 480,000 - 720,000; Full time

Job summary

Nutri-Asia, Inc. is seeking an experienced Distributor Business Specialist to drive growth in the foodservice channel across assigned distributors in Metro Manila.

You will lead distributor operations, coach sales teams, and ensure on-time execution of plans to hit volume, value, and profitability targets. You will collaborate with trade partners, implement channel strategies, and uphold food safety and regulatory compliance while building strong relationships with key stakeholders in the

Qualifications

• Minimum 2+ years sales experience as Distributor Business Specialist or Key Accounts Specialist.
• College degree in Hotel & Restaurant Management, Food Technology, Business Administration/Management or related field.
• Mandatory trainings: Distributor Management, Field Coaching, Leadership.
• Strong analytical, leadership, communication and interpersonal skills.
• Basic culinary skills and knowledge of product applications.

Responsibilities

• Fulfill the requirements of the Food Safety Management System.
• Delivers volume and value objectives through distributors and profitability of Nutri-Asia and its distributors.
• Manages the operational activities of his/her distributor(s).
• Leads the growth and operating results of the company by guiding distributors to achieve KPIs.
• Manages a team of salespeople and oversees Distributor Operations.

Skills

Sales experience

Education

College degree

Tools

MS Office

Excel

PowerPoint

Job description

Job Summary

• Fulfill the requirements of the Food Safety Management System.
• Delivers volume and value objectives, superior foodservice channel presence, and profitability of NAI and his/her distributor/s.
• Manages the operational activities of his/her distributor/s.
• Spearheads the growth and operating results of the company by leading his/her distributor/s in the achievement of agreed Key Results Areas and Key Performance Indicators.
• Manages a team of salespeople with varying levels of experience as well as overseeing his/her Distributors’ Operations.

Key Responsibilities

Communication

2.1 Communicates matters related to food safety, such as but not limited to regulatory requirements, preventive actions, non-conformance, corrective actions, and recalls.

2.2 Communicates consistently (weekly and monthly) Business Reviews on his/her area performance, achievements, concerns, opportunities, and action plans.

2.3 Continuously communicates and shares best practices of his/her distributor/s or area to DBG Organization

2.4 Cascades and deploys Nutri-Asia business directions, programs, and existing and new formulated policies to the Distributor organizations and Trade Partners

Accountability

2.5 Manages the operational and fiscal activities of his/her distributor business.

2.6 Delivers assigned targets, monitor progress against objectives. Develop plans to address variance versus targets, provide demand forecast for assigned region / territory.

2.7 Leads in the development and enforcement of Master Coverage Plan, Calls/Productive Calls, Category placement and Basic Call Procedure

2.8 Executes Category and Promotion Plans in assigned area. Analyze full channel-based promotions in order to understand the foodservice operator needs, competitive activities in the area and maximize efficiency of business building programs. Consistent application of business management and analysis tools Trade Promotion Funds for the area.

2.9 Ensures superior presence in all foodservice outlets in the area with saturation and new account development drives, utilizing the trade presenter and product detailing tools.

2.10 Leads in the On Time and In-Full (OTIF) execution of national / regional / area trade marketing activities as prescribed in the Sales Action Brief

2.11 Monitors competitive presence in his / her specified territory.

2.12 Leads in the on-time development of FS channel specific programs in region/area to ensure competitive and superior NutriAsia products are present in both the front of the house and kitchen use.

2.13 Improves skills of his/her operations Managers and other Distributor Personnel through regular office and field coaching.

2.14 Develops the Distributor Business Development Plan, Route-to-Market Model, and Financial Viability Analysis for his/her distributors and provide recommendations on how to improve sustainable and profitable growth for NA and his/her distributors.

2.15 Participates in distributor interviews, new staff hiring of key position/personnel.

2.16 Conducts distributor joint business planning and review meetings.

2.17 Conducts Distributor Diamond Ratings Operational Audit quarterly.

2.18 Develops and maintain distributor/customer profiles, business planning and review presentations.

2.19 Manages relationship with assigned distributors / customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key stakeholders. Resolve customer concerns and issues.

2.20 Ensures his/her distributors adhere to area exclusivity and enforce ‘no encroachment’ and ‘pricing/discounting’ policies.

Authority

2.21 Approves Promo Work Plan (PWP) proposals of his/her distributor.

2.22 Approves Promotional Claims of his/her distributor as aligned with prescribed mechanics of the PWP.

2.23 Approves Requisition Slip for Bad Orders (RSBO) Claims of his/her distributor.

Functional Knowledge / Skill Requirements

Education

• College graduate preferably degree course in Hotel & Restaurant Management, Food Technology and / or Business Administration / Management, or any related.

Experience/Expertise

• At least 2+ year sales experience as Distributor Business Specialist and/or Key Accounts Specialist

Mandatory Trainings

• Training on Distributor Management
• Training on Field Coaching
• Training on Leadership

Skills/Competencies

• Working knowledge in PC-based applications (Windows, Words, Excel, and PowerPoint) are required.
• Strong analytical, leadership, communication, innovation skills and interpersonal skills and the ability to proactively make things happen.
• Ability to analyze and solve complex problems.
• Has basic culinary skills and knowledgeable in product application.