Sales Process & GTM Manager

Our client is one of the largest food and beverage companies in the world. They are a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. While they are co-headquartered in Chicago and Pittsburgh, their brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

Responsibilities:

Distributor Management

• Spearhead the implementation of DPEX best practices across SSEA markets, ensuring alignment with regional and global standards.
• Develop and institutionalize standardized processes for distributor management, encompassing:
• Comprehensive guidelines for distributor scouting and selection, driven by in-depth capability assessments.
• Strategic negotiation, seamless onboarding, and robust performance management processes, including termination protocols when necessary.
• Development and execution of Joint Business Plans (JBP) to drive mutual growth and accountability alongside country managers.
• Designing performance review frameworks, motivation and engagement strategies, and standardized routines to optimize collaboration between Country Managers (CMs) and
• distributors, as well as T2T (top-to-top) engagements between Managing Directors and distributors.

Ownership of Distribution Performance:

• Lead the regional drive to enhance distribution performance, working in close partnership with the Head of Commercial Strategy & CMs to ensure delivery against commercial
• objectives and long-term market growth plans.
• Monitor and analyze market dynamics to ensure consistent execution of the distribution strategy.

Driving Key GTM Initiatives:

• Define and prioritize transformative Go-to-Market (GTM) projects to address critical market opportunities and challenges.
• Oversee the development of inner-country segmentation strategies to unlock growth potential in key markets, ensuring tailored approaches that resonate with local market
• conditions while maintaining regional consistency.
• Leading the implementation of distributor management best practices across SSEA markets, including the development of standardized processes for distributor selection, onboarding, and performance management.
• Driving distribution performance, ensuring alignment with commercial goals, and prioritizing key Go-to-Market initiatives to unlock growth opportunities while maintaining regional consistency.

Requirements:

Education Background:

• Bachelors (MBA Preferred)

Working Experience:

• 3-5 Years of Corporate Sales and Project Management