Senior Sub-Distributor Development Manager

Job purpose:

Define the core competencies of the “Sub-D Distributor of the Future” by clearly establishing the role of Sub-D in various regions and identifying the key activities needed to unlock their potential, thereby expanding indirect coverage. This involves activating the Win in Sub-D global framework, guided by three critical business drivers.

Roles & responsibilities

• Redesign the indirect distribution network to determine the optimal number of Sub-Ds and identify priority focus areas in collaboration with global and regional teams as well sales team
• Classify and define the roles of Sub-Ds by aligning customer service levels with Distributor Coverage Optimization. This includes evaluating key factors such as credit terms, minimum order quantities (MOQs), operational efficiency, and delivery costs to ensure effective coverage and performance.
• Develop and pilot innovative initiatives to enhance the performance of the Sub-D operating model.
• Establish a comprehensive coverage model and execution process for Sub-D Sales Supervisors to drive consistent and effective implementation.
• Sub-Distributor Engagement : Execute and monitor the Sub-Distributor Engagement Program, conduct regular business review meetings
• Design and implement a Sub-Distributor incentive program aligned with growth objectives and aimed at expanding indirect market coverage
• Collaborate on Engagement Strategies: Work closely with the Sales Capability team to design contact strategies and develop content that facilitates effective engagement between Sub-Distributors (Sub-Ds) and the HEINEKEN sales team

Experience & profile (what & how)

What:

• Education: Bachelor or Master Degree
• Work experience: 6+ experience
• Required work experience in field of expertise: Experience in distributor (Sub-D) development and route to market/consumer & trade marketing.
• Skills: strategic thinking, Distributor understanding and strong stakeholder management; experience in logistics is a plus
• Language: English (proficient in speaking and writing)

How:

• Deliver: deliver change & communication initiatives
• Connect: Manages relationships with stakeholders. Strong social skills and the ability to understand and influences
• Shape: craft the long-term strategies