Senior Manager, Distributor Management (SEA & Emerging Markets)

JOOLA; Singapore; Hybrid; SGD 180,000 - 260,000; Full time

Job summary

JOOLA, a globally recognised table tennis and pickleball brand, seeks an experienced Senior Manager, Distributor (SEA & Emerging Markets) to lead distributor-led markets across Southeast Asia and Emerging Markets. The role drives commercial performance and long-term development, partnering with distributors and regional teams to strengthen JOOLA’s market presence.

The ideal candidate will balance strategy with execution across mature and developing markets, leading external partners and internal

Qualifications

• 10+ years of progressive commercial experience across sales, business development, general management or distributor management
• Demonstrated experience leading multi-market distributor or partner-led businesses across SEA/Emerging Markets
• Strong track record of revenue growth and market development

Responsibilities

• Develop and execute multi-year commercial strategies and annual business plans for assigned markets, aligned with APAC priorities
• Assess market potential, competitive dynamics and consumer and channel trends to identify growth opportunities
• Develop market-specific route-to-market strategies and evolve JOOLA’s commercial model as markets grow
• Identify opportunities across categories, channels and strategic accounts to expand JOOLA’s presence and build market leadership
• Own revenue delivery and overall commercial performance across the assigned market portfolio
• Establish targets and monitor performance, driving corrective actions as needed
• Develop understanding of market-level P&L drivers including revenue, margin and cost-to-serve
• Lead JOOLA’s commercial relationships with distribution partners with clear objectives and performance standards
• Drive business planning and performance reviews across growth, inventory and channel development
• Strengthen distributor capabilities in planning, forecasting and market execution
• Evaluate partner effectiveness and identify new distribution partners to support long-term development

Skills

Multi-market distributor leadership

Strategic planning

Forecasting & inventory management

P&L management

Negotiation & influencing

Team leadership

eCommerce knowledge

Job description

Note: While this role is listed as being based in Singapore, we are also open to candidates based in Bangkok or other key locations across Southeast Asia.

About JOOLA

JOOLA is a globally recognised table tennis and pickleball brand with an expanding presence across Asia-Pacific. With over 70 years of heritage in racket sports and a strong commitment to innovation, we create products and experiences for players at every level - from everyday enthusiasts to elite athletes competing at the highest levels of the sport.

As JOOLA continues to grow, so do the opportunities for our people. Our expanding regional business offers exposure across markets, functions and cultures, as well as the chance to take on broader responsibilities and help build new capabilities. We want our people to develop alongside the organisation by deepening their expertise, broadening their experience and taking on new challenges as opportunities emerge.

We combine the energy and ownership of an entrepreneurial environment with the ambition of a global brand. At JOOLA, you will be encouraged to contribute ideas, work across boundaries and make a visible impact - not only within your role, but also on the next stage of our growth.

Our global headquarters is based in the United States, and our Asia-Pacific headquarters is based in Singapore.

Take your Next Step with JOOLA

As part of our continued growth across Asia Pacific, we are seeking an experienced and commercially driven Senior Manager, Distributor (SEA & Emerging Markets) to lead the development and growth of JOOLA’s distributor-led markets across Southeast Asia and Emerging Markets.

This role will drive the commercial performance and long-term development of the assigned market portfolio, working with distribution partners and regional teams to strengthen JOOLA’s market presence, develop channels and build scalable commercial capabilities that support the Company’s long-term growth ambitions across APAC.

The role requires a commercially minded leader who can operate across markets of different maturity, balance strategy with execution, and lead effectively through both external partners and internal stakeholders. Success in this role will be measured by the sustainable growth and commercial performance of the assigned markets, effective development of distribution partners and channels, and progress against JOOLA’s strategic market priorities.

As a key Commercial leader for APAC, you will play a pivotal role in developing markets, strengthening strategic partnerships and evolving JOOLA’s route-to-market as the business scales, while building the commercial foundations that support the next phase of the Company’s regional expansion.

Key Responsibilities

• Develop and execute multi-year commercial strategies and annual business plans for assigned markets, aligned with APAC priorities


• Assess market potential, competitive dynamics and consumer and channel trends to identify growth opportunities and investment priorities


• Develop market-specific route-to-market strategies and recommend how JOOLA’s commercial model should evolve as markets grow and mature


• Identify opportunities across categories, channels and strategic accounts to expand JOOLA’s presence and build sustainable market leadership


• Own revenue delivery and overall commercial performance across the assigned market portfolio


• Establish targets and commercial priorities, monitor performance and drive corrective actions where required


• Evaluate growth opportunities and commercial investments based on business impact and return


• Develop strong understanding and ownership of market-level P&L drivers, including revenue, margin, investment and cost-to-serve


• Lead JOOLA’s commercial relationships with distribution partners, establishing clear business objectives, expectations and performance standards


• Drive structured business planning and performance reviews covering growth, inventory, channel development and key commercial priorities


• Strengthen distributor capabilities in commercial planning, forecasting, inventory management and market execution


• Evaluate partner effectiveness and identify new or alternative distribution partners where required to support JOOLA’s long-term market development

4. Channel, Product & Commercial Execution

• Develop appropriate channel and assortment strategies based on market maturity, consumer needs and JOOLA’s brand objectives


• Lead distributor readiness and commercial execution for key product launches and seasonal initiatives


• Drive pricing, trade-term and channel discipline in line with JOOLA’s regional commercial framework


• Partner with regional eCommerce expertise to integrate marketplaces and digital commerce appropriately within overall market strategies


• Monitor sell-in, sell-through, inventory and market performance to identify opportunities and proactively address business risks

5. Cross-Functional Leadership

• Act as the commercial lead for assigned markets, aligning regional functions and distribution partners around agreed market priorities


• Translate market needs and opportunities into clear commercial priorities while ensuring effective execution across relevant functions


• Provide structured market insights and recommendations to support regional decision-making, resource allocation and future growth

What We’re Looking For

• 10+ years of progressive commercial experience across sales, business development, general management, distributor management or related commercial functions


• Demonstrated experience leading multi-market distributor or partner-led businesses, ideally across Southeast Asia and/or Emerging Markets


• Strong track record of delivering revenue growth while developing markets, channels and long-term commercial capabilities


• Strong commercial and financial acumen, with experience in business planning, P&L drivers, route-to-market, forecasting and inventory management


• Strong strategic judgement, with the ability to assess opportunities, set priorities and make sound commercial decisions in complex or developing markets


• Strong leadership, negotiation and influencing skills, with the ability to lead effectively across external partners and cross-functional stakeholders


• Experience in sporting goods, consumer products, footwear, apparel, lifestyle or other brand-led industries is preferred; working knowledge of eCommerce and marketplace business models is an advantage

Why Join Us?

At JOOLA, you will have the opportunity to take ownership of your work and make a meaningful contribution. As part of a growing business, you will be able to learn, take on new challenges and develop your career.

Our core values define how we work together towards our brand promise:

• Innovation - We approach challenges with curiosity and initiative. We take responsibility for solving problems and look for better ways to serve our customers and strengthen our business.


• Inspiration - We bring a champion mindset to our work. We set high standards, pursue meaningful goals and continually seek to improve.


• Inclusion - We work collaboratively, communicate openly and treat one another with respect. We value the different backgrounds, experiences and perspectives across our teams and markets.

Our Commitment to Inclusion

JOOLA is committed to maintaining an inclusive and respectful workplace. We welcome applications from all suitably qualified candidates and make employment decisions based on the requirements of the role, relevant experience, demonstrated capabilities and organisational needs, in accordance with applicable local employment laws.