Distributor Development Specialist

1 month ago

Kuching, Malaysia HEINEKEN Full time

Purpose:
Responsible to ensure the flawless execution of the initiatives that drive the effectiveness and efficiency of HEINEKEN Malaysia's distributor management, including the integration and interface of processes and operations between a group of designated distributors and the related departments by developing, defining, recommending, establishing, aligning, implementing and evaluating processes and procedures. 

Responsible to ensure initiatives that modernizes and professionalizes the distributors’ internal business management and operations by adopting, defining, implementing, and evaluating best practices in order to support and expand the business performance of HEINEKEN Malaysia’s portfolio of products in the malt-liquor-market. 

 

Distributors Market Intelliegence

  • Provide inputs from a capability and competencies  perspective to identify the distributors of the future 

  • Once alignment achieved and signed off, implement plans on development, transition and mutual termination

  • Propose and assist in defining the route-to-market framework and ensure distributors build the right infrastructure and capability. 

  • Recommend and then implement rules of engagement, contract matrix and integrate wholesalers’ role into distributors’ overall route-to-market strategy 

 

Distributors Management & Compliance

  • Recommend and contribute during development of the agreement to ensure all commercials aspects are discussed and determined whether they should be in the Distributor Agreement while ensuring that the company’s interests are protected. 

  • Engage and create continuous awareness of the contents of the Distributor Agreement and the need to comply with it. 

  • Provide transparency and clarifications as and when required. 

  • Conduct audit as and when required. 

 

Distributors Capabilities Development

  • Define, develop, implement and evaluate of the competencies and capabilities based on the Distributor Maturity Profile Guide. 

  • Guide and support current sub-set of projects that drives the following key pillars :- 

  1. Business Planning and Management 

  2. Commercial Performance Management 

  3. Supply Chain Management & Warehousing efficiency  

  4. Finance Performance Management 

  5. Human Resource Performance Management 

  6. IT as an enabler 


Distributors Engagement & Stakeholders Management

  • Engage to drive better relationship with distributors as business partners 

  • Seek higher commitment and accountability to drive company’s vision and ambition 

  • Ensure alignment strategies development and implementation and smoother ways-of-working 

 

Key requirement:

  • Minimum 8 years preferably sales in FMCG industry  
  • At least 3 years of managerial capacity
  • Logistics industry knowledge
  • Excellent communication skill
  • Resourceful and adaptable 

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