Distributor Development Manager 6 views

Position Title: Distributor Development Manager

Location: Head Office

Application Closing Date: June 11, 2026

Job Purpose:

• Provide tactical & operational support for successful implementation of OPCO’s RTC roadmap, including related change-management programs.
• Ensure OTIF delivery of OPCO’s end-state RTC vision.
• The DDM is responsible for driving the execution of HBSC RTC/M Strategy for HBSC Distribution Partners with special focus on Capability and Capacity Development. This includes the implementation and enhancement of existing Frameworks like the “WWD” Program and the development of any new one that will help facilitate achievement of HBSC strategic vision.
• He / She is responsible for meeting current operational requirements, with the sustainable use of current capabilities, and the development of future capabilities, to meet the future competing strategic and current operational objectives of HBSC.
• He / She will manage contact with key stakeholders like Field Sales Managers & Business Unit Managers to jointly co-create and establish Joint Business Plans that create values for HBSC & its Distribution Network Partners.

Key Responsibilities

• Review & enhance existing Distributor Capability Development Frameworks to drive continuous improvement through monitoring, tracking & steering.
• Plan and track progress against strategic road maps whilst challenging and providing direction.
• Build Distributor Capability: Deploy and deliver on growth programs and follow up with agreed action plan to move up distributor capability through the growth levels. Ensure all Distributor development aspects are reviewed and updated periodically and provide relevant insights for management on realities, gaps as well as development plan in all aspects of Distributor Assessments.
• Plan, coordinate, and ensure implementation of all Distributor Capability rollout programs in the OPCO with respect to HBSC End State RTC&M Vision.
• Work with the Regional Teams to evaluate Distributors against the Capability Development Frameworks and determine the Gaps to Close on “Skill & Will” and work with the regional team to ensure the identified gaps are closed as quickly as possible.
• Provide Strategic Support for the Field teams to co-create Joint Business Plans (JBPs) based on clearly identified gaps.
• Work with Field Sales Managers to ensure all processes regarding distributor appointments and terminations are well managed and executed.
• Rebalance Territories and Review Distributors Capacities to support end state vision of Dedicated Distributor Territories.
• Work closely with the RTC Transformation Manager to ensure HBSC RTC&M Strategy Vision is delivered as planned.
• Drive in-field implementation of OPCO’s RTC digitalization & E-Business agenda/strategy:
• Drive continuous review & optimization of OPCO’s RTC transformation approach, structure, related tools & processes.
• Work with field Sales teams to implement and embed RTC transformation deliverables.
• Implement and continuously improve relevant measurements, targets & incentives to drive effective and efficient RTC-related outcomes.
• Lead joint periodic reviews with regional sales leadership/teams to identify & trigger relevant improvement actions.
• Actively support and provide guidance in the review & re-delineation of existing sales territories, towards optimizing end-to-end field coverage.
• Provide continuous, data-driven support to Trade Marketing, Field-Sales & relevant back-office teams for optimization of OPCO’s Outlet Contact Strategy (Journey Plans, Frequency of Visits, Duration, PICOS)
• Lead or provide guidance on design and optimization of incentives for field-sales and RTC channel- partners to drive desired behaviours.
• Provide RTC-related guidance in the design & execution of trade activations/campaigns.
• Support development and delivery of RTC-related training materials for relevant internal/external stakeholders.
• Make tool/solution enhancement recommendations to the Sales Systems & Capability team.
• Leverage existing RTC-related reports and make improvement recommendations to relevant teams.
• Make relevant RTC inputs during SP, ICP, AP & Business Review cycles.

Job Requirements

Experience and Skills

• 5-10 years’ experience in Sales
• At least 3 years’ experience working with Distributors across different Market Landscapes/Archetypes
• Excellent verbal and written communication skills and the ability to summarize and present data in an organized, concise manner.
• At least 3 years’ experience in leading high performing teams

Education

• Bachelor’s or master’s degree, preferably in business or the numerate sciences