Distribution and Retail Strategy Manager

22 hours ago

Gurgaon, Haryana, India beBeeDistribution Full time ₹ 1,04,000 - ₹ 1,30,878
Job Title: Distribution and Retail Strategy Manager

As a Distribution and Retail Strategy Manager, you will be responsible for developing and executing strategies to drive sales growth in the field accounts portfolio. This role requires strong leadership skills, with the ability to motivate and guide a team of high-performing regional field account managers.

Key Responsibilities:

  • Develop and execute sales strategies at an account level, maximizing revenue growth through new business acquisition and existing business maintenance.
  • Sell-in products to field account partners and build strong OTB plans for monthly revenue targets.
  • Lead the development of sales strategy at an account level within the field accounts portfolio, to maximize revenues.
  • Develop and execute strategies with field accounts, driving achievement of monthly, quarterly, and yearly sell-in.
  • Ensure sell-out and collections numbers through market visits with partners, influencing primary and secondary sales with partners.
  • Demonstrate strong relationships with field staff and knowledge of partner territory to achieve business performance KPIs.
  • Establish a high-performance team culture and drive employee engagement, leading by example.
  • Build, sustain, and amplify excellent business relationships with field accounts portfolio (distribution & retailer accounts) partners.
  • Frame door-by-door strategy with partners and regional field account managers, ensuring aggressive acquisition of prime and large spaces across doors within the field accounts portfolio.
  • Drive business through assigned field accounts by utilizing customer service skills and building strong relationships based upon product/category and marketplace expertise, resulting in consistent target attainment.
  • Demonstrate strong financial acumen to manage terms negotiations with partners, build strong relationships with internal finance stakeholders to manage P&L discussions, and ensure timely cash collections.
  • Develop seasonal assortments, forecasts, and scenario plans for assigned field accounts partners using category, account, brand, and marketplace knowledge, increasing sell-in and sell-out through targeted, persuasive sales presentations.
  • Ensure timely execution of order tracking, order input, retail release, and launch information, order confirmation, cancellations, and delivery information.
  • Understand competitors and marketplace; utilize assessment, knowledge, and a brand management focus to adjust and drive business plans through partners.
  • Represent the assigned account internally as an ambassador toward all functions and vice versa, managing all interfaces.
  • Adhere to account strategies, formalizing them through Strategic Account Plans and obtaining sign-off from direct superiors.
  • Measure progress on set KPIs and channel P&L, enforcing adidas Trade Terms Policy.
  • Report to all superiors, monitoring and reporting on customers and competitors' sell-through and activities, proposing/initiating/taking actions.
  • Provide realistic plans and forecasts on customers' performances, ensuring customer compliance with agreements.

Requirements:

  • A minimum of 12 years of sales experience, preferably as a distribution head.
  • Industry experience in sporting goods, apparel, fashion, shoes, or FMCG is ideal.
  • Leadership experience of 3-5 years.
  • Exposure to sports, sales, and distribution management, MBO sales, business development.
  • Proficiency in MS basics, including Excel and PowerPoint.
  • An MBA in business/marketing from a reputable B-School.

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