Distributor Commercial Excellence & Capabilities Manager

About the role

Reporting directly to the Director of Distribution Excellence, the Distributor Commercial Excellence & Capabilities Manager will play a relevant role in implementing our distribution and indirect channel model to the near future, deploying models and frameworks that will leverage our commercial performance on a global scale. This role requires accurate hands-on attitude, superior change management capabilities and enhanced experience on management of commercial activities and distribution framework in order to bring to life an effective and modern Distribution Excellence framework.

The main purpose of this role is to leverage our growth based on implementation of models and frameworks that will optimize and enhance our distribution network based on distribution strategic partnerships, supported by data-driven and performance-led collaborative program with our Distribution Partners, through enhanced data sharing and market visibility, improving collaboration, speed-to-market and business resilience. The Distribution Excellence Enablement Manager will act as the constructor of our Distribution programs.

Based on strong stakeholder management and strong entrepreneurship mindset, the implementation and development of a robust and pragmatic Strategic Distribution model will allow Barry Callebaut to deliver above the market growth based on end user and partner’s satisfaction and collaboration, shaping a successful model that will greatly support the activities of our Commercial teams around the globe.

Key resonsibilities include

• Define leading measures and Key Performance Indicators (KPIs) to drive growth, distribution performance, leveraging insights from Commercial Intelligence insights
• Create Promotional Campaigns and Incentive Programs frameworks: Along the Marketing team, define trade marketing and sellout activities menu for distribution partners, aligning incentives with business objectives and driving engagement. Support implementation of demand generation actions on the ground by the regions and clusters.
• Build proper platform to enhance proper Strategic Distributors Engagement and Training, enhancing capabilities and fostering alignment with our business goals.
• Responsible for regular analysis of global and regional distribution performance, identifying trends, opportunities, and areas for improvement to drive continuous enhancement of our growth, distribution strategies and activation on the ground, based on Commercial Intelligence Analysis
• Along with the Legal area, define Service Level Agreements (SLAs) including terms & conditions, rewards, contract management and Joint Business Plan framework to be replicated in the regions and clusters. Support the adaptation and deployment of the global models to the regional and local markets
• First point of contact with our Digital Sales/D2C department in order to build alignment to avoid channel conflicts between our distributors and strategic partners with e-dealers and our digital initiatives
• First point of contact with Commercial teams in the regions and clusters related to implementation and deployment of the Global Distribution Excellence initiatives, offering guidance, training and proper support for the local Commercial teams
• Track, consolidate and share internal and external best practices related to distributor and indirect channel management in regions and country clusters, ensuring consistency, improvement and alignment with organizational objectives

• This extensive list of responsibilities covers the main aspects of the Distribution Excellence Enablement Manager role, emphasizing the implementation skills, project management and commercial knowledge required to deploy robust and resilient Distribution frameworks globally.

About you

• Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or a related field.
• Advanced degree - Master's or MBA desired.
• Proven track record on Commercial management roles or similar with experience on projects implementation.
• Experience with Distributor management is a must, previous experience in Sales, Trade Marketing or Commercial Strategy is a plus.
• Project and Change Management experiences and stakeholder management skills will be considered as a plus.
• Fluent in English, as it is the primary language of global business communication.
• Additional language proficiency desirable.
• It's essential for the professional to be flexible and willing to travel as needed to effectively fulfill the responsibilities of the role and drive distribution excellence on a global scale. Minimum 40% of travel time to the role.
• Proven successful track record (typically 5+ years) in mid-level roles within distribution model management, commercial or sales team management or related fields, demonstrating measurable results in optimizing performance and deployment of commercial projects.
• Experience in negotiating and managing strategic partnerships, contracts, and agreements with distribution partners, suppliers, and other stakeholders.
• Proven track record of leading organizational change initiatives, driving process improvements and managing complex projects to successful completion.
• Experience working in a global or multinational corporation with exposure to diverse markets and regions.
• Relevant experience on project, change and stakeholders management driving transformative processes focused on leverage performance and growth. Focus on collaboration 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 distribution strategies that align with business objectives, drive revenue growth, and deliver resilient and flexible business model.
• Familiarity with distribution model management systems (DMS), enterprise resource planning (ERP) systems, and other relevant technologies used in distribution operations.
• Entrepreneurship: Strong entrepreneurship skills and proficiency on end to end project deployment, with the ability to manage unclear processes with limited resources and different stakeholders.
• Collaboration and Influence: Building relationships and driving execution and deployment.
• Change and Project Management: Leading organizational change effectively.
• Resilience and Adaptability: Thriving in dynamic environments.
• Negotiation: Skillfully negotiating agreements and resolving conflicts to achieve win-win outcomes.
• Can-do attitude: Motivated by challenges and always ready to find creative solutions and engaging processes to make it happen.
• Pragmatic Performance-Oriented: Keep focus on the deliverables milestones of the processes and programs aiming to enhance land our commercial and distribution excellence initiatives.
• Encourager of Change: Engaging with stakeholders with confidence and openness, fostering an environment of trust and collaboration while stimulating constant progression of the Distribution Excellence programs.
• Adaptive and Resilient: Navigating on unclear and challenging market conditions with flexibility and resilience, adapting processes as needed to reach concrete outcomes.
• We are open to consider other locations.