Assistant Manager-Distributor Engagement&Management

  • Company: Moët Hennessy Diageo China
  • Location: China
  • Business group: Wines & Spirits
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: MHAP00163
  • Date of publication: 2018.07.09


1.Distributor Selection & Engagement (South &West) >  Assess existing distributors and potential future distributors against key variables (Scale & Capability) to determine their business potential. >  Authorize PWs to sell specific MHDC product categories and in specified geography, channels. >  Conduct quarterly stock-take at all DPs and key major PWs (capturing 75% of total volume). Ensure minimal cross-regional or parallel stocks at DP/PW >  Review with owners and warehouse managers their responsibilities per their grading (A,B,C). >  Promote proper inventory tracking, warehousing & handling, and data sharing. >  Review latest market trends and competitor intelligence. >  Provide update on planned activities and launches. >  Develop and update activities, targets and business priorities for upcoming period. 2.Distributor Management (South &West) >  Conduct quarterly performance discussions with distributors, along with Monthly to Semi-annual (depending on distributor grading) sales attainment review. Discuss reasons for past performance and performance gaps as well as develop plans to improve performance. >  Calculate quarterly discretionary incentive payment based on distributor performance and meeting specific thresholds (payment time, inventory management, new business development, etc.) 3. Distributor Data (South &West) >  Monthly Level 1 & Level 2 Sell-in/Sell-out and Inventory tracking and sharing with MHD China internal teams. >  Tracking of the distributor's breadth of outlet network. Maintain an updated mapping of DP to PW to Outlet. >  Tracking of competitor's business at DP/PW 4. Scan-in/Scan-out Project Management (National) >  Manage the national roll-out of the scan-in/scan-out project to all regions (phase 1&2) >  Track and manage the national performance of the scan-in/scan-out project >  Review performance and assess amount of incentives for each payment period


- University graduate in Business/Marketing or related disciplines - Good Chinese & English (preferred) communication skills - At least 4 years of prior experience in wholesaler/distributor management at FMCG company, including customer facing experience. >  MS Office (Excel, Word, Powerpoint) >  Customer facing skills >  Negotiations