Manager Distributor Development

Distribution Development Manager

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business, and building our future on smoke-free products with the power to improve the lives of a billion smokers worldwide.

With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions.

Your ‘day to day’

The primary responsibility as the Distribution Development Manager is to strategize & formulate optimal Exclusive Zonified Distributor (EZD) network infrastructure requirement. You will be accountable for designing efficient & effective EZD network process, operation, identify optimal distribution strategy with maximum returns. Managing total national distribution network cost, budget monitoring and management, including supporting your team to prepare reports of loss of good damaged (LOGD), EZD key sales indicator (KSI), distributor operation cost, monthly accrual, margin reconciliation and etc.

You Will Be Responsible To

• Distribution and EZD Infrastructure Architecture
• Design and formulate routing principle and establish training materials for indirect channel if required.
• Analyse KSI reports for OOS/Distribution/Hit rate as required.
• Monitor data trend, make effective strategic recommendation to indirect channel on routing change requirements or alternatives and update route plan aimed at increasing route efficiency and accuracy.
• Plan and develop training material for indirect channel to ensure smooth routing process to integrate the routing details into iSMS.
• Develop & Maintain an Efficient EZD Network & Operation
• Support in formulating action plan in conjunction with reporting for returns, brief or jointly brief, test and implement returns.
• Review and optimize best practice, SOP, training, and guide EZD sales personal of their roles and responsibilities in managing LOGD at outlet level.
• Develop EZD claim automation with finance and IS to shorten cash turnaround cycle.
• Formulate and develop performance measure for EZD SR and Zone Business in capturing LOGD at outlet level.
• Work closely with zone business to effectively assume the role above as one stop centre with capability to disseminate best practice nationally
• Develop distribution policy, SOP and coordinate & conduct in housetraining for zone business users.
• Distribution Network Cost and Budget Analysis
• Plan, review, and control spending vs budget (OB/RFs) in distribution cost. EZD incentive, SR incentive, LOGD to a +/- 5% variance.
• Review and evaluate cost base request from EZD and FSF and make effective strategic recommendation to SMT.
• Provide analysis and advice to KA, Field Sales on the short term and long term impact of spending or savings on business activities/initiatives.
• Make effective strategic recommendation and committed to defend budget to sales and finance management by showing analysis and data to demonstrate the basis of the spending or savings, e.g. assets/van useful life, introduce cap/ceiling/limits.
• EZD Claim Monitoring
• Ensure regular audit and review on EZD claim submission to ensure it matches the approved criteria and budget.
• Monitor claim process as one stop centre and capability to disseminate best practice to improve cash turnaround, including continuous improvement of EZD claim SOP and automation opportunity.
• Distribution Incentive & Cost Modelling
• Evaluate and formulate distribution drop size in accordance to PMI break-even methodology.
• Review, control PMI's OA&D cost trend minimum 3 years and make effective strategic recommendation to senior management.
• Formulate and introduce performance measurement which include profit mix and criteria mix and made effective strategic recommendation to management.
• Review and strategize future distribution model (DSD, EZD, or semi, Tele Sales) study. Present results to local management. Segment and analyse the root cause of issue related with un-even allocation of profitable and non-profitable adjacent territories.
• Provide analysis and advice to optimize EZD incentive model structure as situation dictate to senior management.
• Lead EZD restructure and formulate swap support smoothly without disruption.
• Sales & Cash Turnover
• Review and evaluate optimum credit limit, terms, overrides and BG requirement with sales management, finance aim at minimizing order complication and thus support IMS at all time including festivities launching jointly.
• Jointly evaluate and formulate optimal shipment frequency to minimize logistics expense with OCS team.
• Ensure regular audit and review on EZD claim submission to ensure it matches the approved criteria and budget. Monitor claim process as one stop centre and capability to disseminate best practice to improve cash turnaround, including continuous improvement of EZD claim SOP and automation opportunity.
• Reporting
• Furnish report of LOGD, EZD Monthly & Quarterly KSI, Shipment by brand, Margin Reconciliation.
• Corporate Framework & Compliance
• Adhere PM policies & procedures throughout the department. Ensure all is 100% compliant with all national laws and internal guidelines with respect to Corporate image, Legal Compliance, Marketing Code
  
  

Who we’re looking for

• Degree holder in Business/Finance/Management or any related disciplinary equivalent.
• Proven experience field sales, with minimum 3 year of supervisory experience.
• Strong in data analysis, reporting, made highlights and commentary presentation.
• Oral and written communication in English intellectually.
• Basic economics understanding in relation to business environment.
• Savvy in MS Office and other Sales System such as iSMS, Bora.
• Demonstrate excellent stakeholder management skills.
• Solid critical thinking skills, strategic thinking skills and strong analytical skills.
• Education background in Business/ Commerce, Marketing, Finance or any relevant education field.
  
  

What we offer

Our Success Depends On The Men And Women Who Come To Work Every Single Day With a Sense Of Purpose And An Appetite For Progress. Join PMI And You Too Can

• Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment and explore.
• Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong.
• Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress.
• Take pride in delivering our promise to society: to improve the lives of a billion smokers.
  
  

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