- Develop and execute sales strategies and action plans to achieve revenue targets, volume goals, and market share objectives through distributors.
- Manage and nurture strong, long-term relationships with key distributors, wholesalers, and channel partners.
- Negotiate contracts, trade terms, pricing, promotions, rebates, and incentives with distributors to maximize profitability and ensure compliance.
- Monitor distributor performance against KPIs (e.g., sales volume, distribution coverage, trade spending, stock levels, market penetration).
- Conduct regular distributor visits, joint business planning, and performance reviews; provide training/support on product knowledge, merchandising, and sales techniques.
- Analyze market trends, competitor activities, and sales data to identify growth opportunities and risks.
- Collaborate closely with the principal's marketing, supply chain, and finance teams for smooth execution of promotions, product launches, and demand forecasting.
- Ensure proper inventory management, order fulfillment, and resolve any distributor issues (e.g., credit, delivery, claims).
- Prepare regular sales reports, forecasts, and presentations for senior management at the principal.
- Drive secondary sales (from distributor to retailers) by supporting distributor field sales teams and executing in-market activation
- Bachelor's degree in Business, Marketing, or related field.
- 5–10+ years of sales experience in FMCG, with at least 3–5 years in sales management.
- Proven track record in distributor/channel management (essential); experience working for or with a global FMCG principal is highly preferred.
- Strong negotiation, relationship-building, and interpersonal skills.
- Analytical mindset with experience in P&L management, trade spend optimization, and data-driven decision-making.
- Proficiency in English, Cantonese (essential), and Mandarin (advantageous).
- Proactive, results-oriented, with good leadership to manage distributor teams indirectly.
