Distributor Manager

Overview

We seek an experienced and commercially focused Distributor Manager to assist the Country Manager – North, East Africa in overseeing our distributor partnership in Kenya. This position entails fostering robust relationships with our local distributor, driving business results, and ensuring successful implementation of sales, marketing, and route-to-consumer strategies.

Key Duties

• Develop and sustain effective partnerships with the in-market distributor to meet commercial goals.
• Serve as the main day-to-day liaison for distributor operations, offering guidance and support on executional matters.
• Manage the Integrated Business Operating Rhythm (IBOR) to ensure seamless cooperation between internal teams and distributor.
• Assist in designing and rolling out Route-to-Consumer (RTC) plans and global capability-enhancing tools to uplift distributor performance.
• Hold the distributor accountable for executing channel plans, including optimizing distribution, merchandising standards, and market activations.
• Oversee the effective rollout of marketing campaigns across key channels, outlets, and regions.
• Compile, analyze, and interpret monthly RTC and commercial performance data and reports.
• Collaborate on launching new products ensuring timely deployments and adherence to local regulations.
• Analyze sales, inventory, forecasting, distribution, activation, and market share to pinpoint risks and growth opportunities.
• Gain insights into market trends, consumer behaviors, and competitor actions to inform strategic decisions.

Candidate Profile

The ideal candidate is commercially savvy with demonstrated success in distributor or channel management. You should be adept at relationship building and influencing stakeholders, leveraging data to enhance business performance.

• 5 to 10+ years of experience in sales, channel, or distribution management.
• Proven experience managing distributors in FMCG, beverage, or branded consumer goods sectors.
• Consistent track record of meeting or surpassing sales and commercial targets.
• Strong negotiation and commercial acumen.
• Expertise in channel strategy, market execution, and partner development.
• Analytical mindset capable of data-driven decision-making to identify growth prospects.
• Financial literacy, including margin analysis, stock management, forecasting, and credit control.
• Excellent leadership, communication, and influencing abilities able to drive cross-functional collaboration.
• Proactive and resilient with a focus on exceptional commercial outcomes.

Benefits and Company Culture

• Competitive salary and benefits to support financial wellbeing, plus eligibility for a bonus plan.
• Paid holidays.
• Private healthcare coverage.
• Statutory pension provisions for local employees under current arrangements.
• Employee Assistance Programme offering impartial help on a range of personal matters.
• Life assurance covering three times the annual basic salary.
• Product allowance to enjoy our brand portfolio with family and friends.
• Annual funding opportunity to support charitable causes personally involved with.
• Access to learning resources for personal and professional growth.

William Grant & Sons is a workplace where unique talents and perspectives are valued. We foster a diverse and inclusive culture that enables all employees to thrive and bring their full selves to work. Our agile working philosophy encourages flexibility and a positive work experience, empowering employees to perform their best every day. Flexible working arrangements may be considered during recruitment.

We are committed to an inclusive recruitment process and encourage candidates who require support or have questions about their application to contact our HR team directly.