Distributor Development Manager

We are PZ Cussons. Our purpose is For everyone, for life, for good.

Sustainability and the wellbeing of people, families and communities everywhere are at the heart of everything that we do.

Since our founding in 1884, we have been creating products to delight, care for and nourish consumers. Across our core categories of Hygiene, Baby and Beauty, our trusted and well-loved brands include Carex, Cussons Baby, Sanctuary Spa and St. Tropez.

ROLE PROFILE

Job Title:

Distributor Development Manager

Level:

Grade 6

Department

Sales/Commercial

Department Strategic Objectives

Drive the delivery of customer and field sales business objectives towards the achievement of the overall business and growth agenda

Job Purpose:

Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned customers.

Responsible to:

Zonal Manager

Responsible for:

Distributor staff performance & development

Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff

Context/Scope:

A key contributor to the success of the PZ Cussons commercial strategic plan; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities:

• Achieve agreed business objectives/KPIs for assigned Distributors
• Responsible for Sell-in – Focus Brands, NPD listing, deployment, promotions etc.)
• Manages development of the Key Distributor
• Resolve AD issues e.g.
• Distributor Assessments and implementation of action plans
• Ensure Joint Business Plans are prepared and reviewed timely

• Monitor and manage execution of all Promotional /launch/ agencies activities in assigned distributors
• Market intelligence gathering and competitor activity monitoring and report timely.

Measurement/Performance Indicators

• Target vs. Actual monthly/yearly performance
   (sell-in KPIs)  
• Distributor profitability
• Achieve annual Zonal target
• Positive Health checks for the Distributors

Internal & External Relationships:

• Regional Commercial Manager
• Key Distributors
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

• First Degree in any discipline
• Computer Literacy

Experiences: (What experience brings success to this role)

• Minimum of 1-year experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

Knowledge: (What does the person need to know)

• Good knowledge of business objectives and priorities.

• Experienced driver with valid license
• Knowledge of Field Sales Management and Market Intelligence.
• PZ Cussons Leadership competencies

Functional or Technical / Business Skills: (What can

the holder do)

• Commercial Acumen                        Emerging
• Customer Management                    Emerging
• Negotiation Skills                            Emerging
• In Market Execution                        Emerging
• Selling Skills                                   Emerging
• Sales Drivers                                  Emerging
• Channel Strategy                            Emerging
• Communication/Interpersonal skills  Developed
• IT Skills                                         Developed  

Alignment to the BEST! Values are assumed to be critical to all PZC roles.  All employees are also responsible for complying with their duties and responsibilities under both national legislation and Company policies regarding Health and Safety, Data Protection and Dignity at Work.

At PZ Cussons, we value diversity and make sure everyone feels included. We want our team to reflect society and our global customers. We welcome applicants from all backgrounds because your unique perspective helps us develop brands and create new products for our consumers. 

If you need extra support during this process, please inform us so that we can accommodate your needs appropriately. It is important to us that all candidates feel recognised and have a good experience with PZ Cussons as part of our commitment to inclusivity.

We're dedicated to creating an inclusive environment and we welcome applications from everyone.

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PZ Cussons is big enough to make your mark, small enough to make it yours. Apply to join us!