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Director, Distribution Excellence
vor 2 Monaten
About The Role
We are curently hiring for a Distribution Excellence Director. Reporting directly to the executive leadership team, this is a pivotal role in fortifying our distribution resilience, fostering growth through strategic partnerships, and boosting performance through enhanced data sharing and market visibility. This role requires a visionary leader with a comprehensive understanding of commercial performance, distribution dynamics and a strategic mindset to navigate the complexities of global markets, including challenges arising from digitization, inflation, artificial intelligence and other disruptive forces, driving resilient growth to the organization.
About The Role
We are curently hiring for a Distribution Excellence Director. Reporting directly to the executive leadership team, this is a pivotal role in fortifying our distribution resilience, fostering growth through strategic partnerships, and boosting performance through enhanced data sharing and market visibility. This role requires a visionary leader with a comprehensive understanding of commercial performance, distribution dynamics and a strategic mindset to navigate the complexities of global markets, including challenges arising from digitization, inflation, artificial intelligence and other disruptive forces, driving resilient growth to the organization.
The core purpose of this role is to fortify the company's distribution resilience, foster growth through distribution strategic partnerships, and boost performance through enhanced data sharing and market visibility, improving speed-to-market and leveraging proximity with customers and end-users. This mission is pursued by leading initiatives to build a robust distribution network capable of withstanding disruptions and adapting to evolving market conditions, developing innovative strategies, leveraging cutting-edge technologies, and spearheading the establishment of a strategic partnership framework, developing Service Level Agreements and Joint Business Plans frameworks, ensuring uninterrupted supply chains and sustained growth.
Key Responsibilities Include
- Create Transparency of Distribution Landscape: develop comprehensive insights into the global and regional distribution landscape, identifying key trends, challenges, and opportunities to inform strategic decision-making. Engage closely with Regional Presidents, Managing Directors, and Sales Teams global, ensuring their active involvement and buy-in to distribution strategies. Foster strong relationships with key stakeholders to garner support and drive implementation of distribution initiatives effectively across regions
- Improve reliability of our Distribution/Supply Chain interface: find gaps and opportunities along CSD organization in order to improve our service level to our distribution network and value chain
- Develop and Share Best Practices for Distributor Management: establish best practices and principles for distributor management and route to market optimization in regions and country clusters, ensuring consistency and alignment with organizational objectives
- Define Distribution Model Framework: bring clarity and define frameworks for Cocoa, Gourmet, and FM distribution models, synergizing channels, reducing channel conflicts, finding Distribution delayering opportunities and optimizing distribution strategies
- Define Distributor Strategy & Distribution Partners Excellence Program: develop a strategic roadmap for distributor engagement and performance enhancement, implementing programs to drive mutual success and excellence in partnership
- Create Framework for Expansion of Joint Business Plans (JBP): define and implement frameworks for Joint Business Plans with Distribution Partners, supported by thorough commercial intelligence analysis to drive strategic growth initiatives
- Define Scope of Commercial Intelligence mainly through Secondary Sales Data (SSD) collection and analysis: establish the scope and strategy for implementing Secondary Sales Data systems to enhance market visibility, customer proximity and insights into distribution performance
- Develop & Align Principles for Leading KPI Structure: design and align principles for leading Key Performance Indicators (KPIs) structure to drive distribution performance, ensuring alignment with overall organizational KPIs and objectives., based on internal and external data, through Commercial Analytics
- Elaborate Commercial Policy Framework: along with the Pricing area, develop a comprehensive commercial policy framework (pricelists and trade terms) per distribution channel, based on customer segmentation and market dynamics, to guide distributor engagement and reducing channels conflicts in the market
- Develop and Align SLAs for Distributors: along with the Legal area, define Service Level Agreements (SLAs) including terms & conditions, rewards, and contract management for distributors, ensuring clarity and alignment with organizational goals
- Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or a related field
- 15+ years of proven track record of leadership and success in senior-level roles within distribution, sales management, or related fields
- Fluent in English, any additional language is a plus
- Experience in working in a global or multinational corporation with exposure to diverse markets and regions
- Extensive experience in managing commercial teams and fostering a high-performance culture, with a focus on collaboration, empowerment, and accountability
- Desirable specific knowledge of distribution companies and their operations, including understanding of industry best practices, market dynamics, and regulatory requirements
- Demonstrated ability to develop and implement distribution strategies that align with business objectives, drive revenue growth, and deliver sustainable competitive advantage
- Experience in negotiating and managing strategic partnerships, contracts, and agreements with distribution partners, suppliers, and other stakeholders
