Job description
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.
Overview
Responsibilities 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 Qualifications 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.