Purpose:- Develop Drive, Execute distribution strategies and programs to maximize business opportunity. Build and nurture Business Partner strategy and investments- Draw and Deliver a well-defined annual business plan & KPIs Leading, managing and mentoring a team of KAM's and act as senior strategic partner to, with the aim of increasing delivering key consumer and trend analysis and consequently impact revenue and profits.- Key Responsibilities:- Planning (Annual Financial Plan, Quarterly & Monthly Sales Plan)- Gather, analyse, distil data on markets, consumers, competitors and brands into intelligence that informs sales planning process.- Break down targets by region, distributor, market etc. Product offering /price point that this channel's structural economics is built on.- Analyse off takes and inventory data to increase forecast accuracy & drive the S&OP metrics or servicing the channel priorities- Partner Management- Define Distributor capability and SOPs for on boarding, managing and scaling- Drive distributor business plans and ensure appropriate ROIs for the stakeholders- Assess, plan for infrastructure that delivers to the plan (people, IT, inventory, market activation etc.)- Define & drive penetration and coverage -through appropriate distributor initiatives- Distribution Hygiene and delivery- Set Up & drive uniform key processes to manage the distributors' performance parameters (e.g. resourcing norms, PJPs, reports productivity, stock holding, serviceability etc.- Ensure well-executed Go-To-Market process (Account planning & Mgmt of key partners)- Track monthly performance (off takes, inventory levels, ROI, productivity) against plan and proactively identify solutions to close performance gaps, if any.- Install appropriate IT infrastructure for sales information and decision support- Drive channel level financial metric clarity on AR, Dilution etc.- Drive and deliver Collections- Provide guidance on the development and execution of training / interventions to enhance the distributors' sales team competency in product knowledge, selling skills and data accuracy reporting.- Execute the Sales GTM process to achieve the required level of service efficiency- Design & Drive national level incentive programs, category push, distributor competitions etc.- Coach and manage the performance of the ASMs in the management of Distributors- Requirements:- Education- Tertiary qualification in related discipline preferably in business- 8-10 years of experience- Experience- Minimum 5-10 years' experience in managing sales / channels- Exposure to managing wholesale in strong consumer companies. (exposure to apparel wholesale preferable)- Should have led a business / managed a P&L- Exposure to key markets across the country/ national- Demonstrated experiences of having built, expanded, grown channels- Critical Skills- Business planning for medium & near term (Financial, capability, growth, resourcing etc.)- Ability to work in matrix / interdependent business model- Strong Planning- People Management- Strong conceptual skills- Good number analysis- Commercial acumen- Clear articulation skills- Good business development and negotiation skills- Strong problem-solving and decision-making- Data interpretation and number analysis- Ability to deal with multiple partnersLOCATIONSantiago, ChileFULL TIME/PART TIMEFull time
