Distribution Channel Manager (Hospitality), Johannesburg

In order to be considered the following is required:

Bachelor’s degree in Business, Marketing, Supply Chain or related field

5 - 8 years of experience in FMCG sales, distribution or trade marketing

Strong experience managing distributors and route-to-market strategies

Strong understanding of FMCG distribution models (formal and informal trade)

Excellent negotiation and relationship management skills

Data-driven decision-making and analytical ability

Strong leadership and team management

Proficiency in sales and distribution systems / tools

More travel

Training sales teams

Hunt new distributors in new countries

Key Performance Indicators (KPIs)

Distribution coverage (% of outlets reached)

Sales volume and revenue growth per channel

On-shelf availability / stock availability

Distributor performance and ROI

Order fulfilment rates and delivery efficiency

Market share growth

Responsibilities: Channel Strategy and Management:

Develop and execute distribution channel strategies aligned with overall sales objectives

Manage multiple channels such as modern trade, general trade, wholesale and e-commerce

Identify new market opportunities and expand distribution footprint

Route-to-Market Optimization:

Design and continuously improve route-to-market (RTM) models

Ensure efficient product flow from warehouse to end customer

Optimize coverage, frequency and delivery models

Distributor and Partner Management:

Appoint, manage, and evaluate distributors, wholesalers and third-party logistics partners

Negotiate contracts, margins and service level agreements (SLAs)

Monitor distributor performance and ensure compliance with company standards

Sales and Volume Growth:

Drive sales volume through effective channel execution

Ensure product availability, visibility and merchandising standards

Support promotional campaigns and product launches across channels

Performance Monitoring and Reporting:

Track key channel KPIs such as sales growth, market coverage, stock availability and order fulfilment

Analyze data to identify gaps and opportunities for improvement

Provide regular reports and insights to senior management

Inventory and Supply Chain Coordination:

Collaborate with supply chain teams to ensure optimal stock levels

Minimize stockouts and overstock situations across channels

Align demand planning with sales forecasts

Market and Competitor Analysis:

Monitor competitor distribution strategies and market trends

Identify opportunities to improve market share and channel efficiency

Adapt strategies to suit changing consumer and trade dynamics

Team Leadership and Field Execution:

Lead and coach field sales or distribution teams

Ensure execution excellence at store level

Drive accountability and performance culture

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