Job expirat
Adecco Permanent Placement is looking for its client, a prestigious multinational player in FMCG market, for a Distribution Development Manager, based in Bucharest.
Purpose of the job:
To initiate, design and implement distribution development programs – with sales, marketing, HR & other cross functional support, in service of increasing the execution capability, operational efficiency and financial performance of Distributors and Sales Teams.
To analyse the market environment and the sales organizational structure for the company and distributors and recommend changes if appropriate in order to ensure that the Sales Organisation is optimal and effective in addressing customer and market developments.
To develop long term programs in order to improve distributors performance (sales increase, better mix etc.).
Key accountabilities:
Distributor Development:
The timely and effective preparation of distributor development plans and budgets, their on-going implementation and the control/monitoring of results;
The design and continuous improvement of the Distributor Development Program;
The annual measuring of the level of the distributor’s operating standards and Key Performance Indicators as compared to the benchmark;
Cooperation with operational sales managers, other sales departments and other functions to ensure the planning, implementation and monitoring of the distributor development plans;
Defining standards and principles for effective distributor management;
Analyses the development needs of distributors and recommends opportunities to be addressed;
Create tools and templates to enable analysis of distributor development progress;
Responsible to communicate at all levels (RSM-ZSM-Distributor) in order to follow-up and report on the progress made vs. agreed DDP plans;
Searches for economies of scale for distributor purchasing agreements to reduce acquisition costs in service of distributors need to invest in the market;
Support the training needs assessment process of distributor’s sales force in collaboration with Human Resource Dep;
Ensure rolling out of induction and training programs for distributor’s sales force.
Sales strategy:
Analyse the market environment and the sales organizational structure for the company and distributors and recommend changes if appropriate in order to ensure that the Sales Organisation is optimal and effective in addressing customer and market developments;
Lead the design of the ‘Way of working’ of the Sales Organization to improve its capability in implementing the company sales strategy;
Lead the design and implementation of the training and development agenda of the sales organization;
Offers support in the development of company’s route to market strategy;
Analyses competitors route to market practice.
Distributor Capability Assessment:
Provide documentation support to Sales Managers on the criteria and tools to be used for assessing distributors capability to cover the market;
Plans and reports on the distributor’s capabilities assessment process;
Maintain a database of company’s network of distributors (by geography and coverage);
Oversee the distributor assessment process and report results by distributor, region and nationally
Strategy:
Gives full support/ takes active role in developing strategic processes within his area of responsibility
Requirements:
Distributors’ management experience at least 2 years;
Sales experience in Traditional Trade at least 2 years;
People management experience at least 1year;
Experience in analyzing complex & large quantity of date
Business presentation and communication skills;
Project & Change Management experience;
Conflict management skills;
Ability to work individually but also a good team player;
A solid business understand;
Ability to see the big picture.
ADECCO RESURSE UMANE SRL
Romania, Bucuresti, sector 1, str. Dr. Iacob Felix Nr. 28, Etaj 4
Nr. ORCB J40/12364/2003, CUI RO15739037
Capital social subscris si varsat: 392.440 Lei
Nr. autorizatie Agent de Munca Temporara: 17/2005
Autorizatie seria nr. B/ 0000008/25.10.2005
Nr. Operator Date Personale: 15866
Tel: 00 40 21 300 35 46, Fax: 00 40 21 300 35 54
E-mail: office@adecco.ro, Web: www.adecco.ro
ADECCO ROMANIA SRL
Romania, Bucuresti, sector 1, str. Dr. Iacob Felix Nr. 28, Etaj 3
Nr. ORCB J40/4467/2000, CUI RO 13002186
Capital social subscris si varsat: 360.575 Lei
Nr. Operator Date Personale: 15862
Tel: 00 40 21 300 35 46, Fax: 00 40 21 300 35 54
E-mail: office@adecco.ro, Web: www.adecco.ro
BUCURESTI (HQ)- Doctor Iacob Felix Nr. 28, Sector 1, Tel.: 021/300 35 46; e-mail: recrutare@adecco.ro
ARAD - Mihai Eminescu nr. 45, Tel: 0257 / 281 147; E-mail: arad@adecco.ro
BRASOV - Str Petru Rares Nr 10; Tel.: 0040 - 372/70.57.95; e-mail: brasov@adecco.ro
CLUJ - Str. Vasile Lupu Nr 36 , Tel: 0264/ 406 234; e-mail: cluj@adecco.ro
IASI - Bld. Tutora Nr. 4, bl. B4 scara D, Tel: 0232 / 206 120; e-mail: iasi@adecco.ro
ORADEA - Str. Tudor Vladimirescu Nr 26; Tel.: 0040 - 727 735 160 e-mail: oradea@adecco.ro
PITESTI - Str. Fratii Golesti Nr. 57, etaj 2; Tel: 0248 / 612 303; e-mail: pitesti@adecco.ro
PLOIESTI - Str Mercurului Nr 1, Tel: 0244/ 519 320; e-mail: ploiesti@adecco.ro
SIBIU - Str. Vasile Milea Nr 11, Ap 57, Tel: 0269 / 206 450; e-mail: sibiu@adecco.ro
TIMISOARA - Str. Popa Sapca Nr. 12 tel: 0256/ 432 211; e-mail: timisoara@adecco.ro
