Distributor Manager Job at Coca-Cola HBC

Job Description

The ideal candidate will be responsible for delivering sales targets in line with the Company’s look of success, Codes of Business Conduct, and Commercial Strategy. The Distributor Manager leads, plans, and organizes the work of a team of Merchandizers and Pre-sellers. He/She is accountable for the commercial performance, distributor operating standards, customer relationship management, company asset/data management, and development of assigned customer universe.

Job Responsibility

Drive execution of company business plans in sales volume, revenue, numeric and product availability
Organize, plan, and communicate sales targets and call frequencies to team members
Use available systems to monitor team performance and ensure operational excellence in line with internal policies
Plan and deploy materials needed to achieve Look of Success (LOS) standards according to RED guidelines
Implement IMCR management routines, procedures, and uphold Company policies including Code of Business Conduct (COBC)
Monitor and act on outcomes from CDE data (e.g., missing/faulty/unproductive coolers)
Execute audit visits to outlets for order-taking, delivery verification, and LOS standards compliance
Build and manage strong, compliant, and efficient distributor operations
Achieve optimum distributor P&L performance, working closely with Commercial Finance and Management to drive improvements
Ensure stock taking accuracy and distributor compliance to company operating standards
Manage Distributor Account Receivables (AR) in line with company credit policy
Perform distributor assessments and monitor performance against KBIs (e.g., DOSA, OTIF)
Lead, develop, and coach Pre-sellers and Merchandizers through on-the-job training and formal inductions
Build strong Distributor Sales Teams and ensure capability development and knowledge preservation
Act as first-level support for system users in distributor warehouses, coordinating necessary trainings
Foster a high-performance culture and drive continuous improvement across the team
Maintain and strengthen relationships with customers, resolving conflicts constructively
Build strong partnerships with contractual and potential distributors
Develop productive, influential cross-functional relationships (Field Sales, Commercial Finance, Logistics, BSS/DTPS)
Negotiate and control promotional activities and customer agreements to maximize growth
Identify new growth opportunities in the territory by understanding market trends and competitive actions
Implement best practices from within CCHBC and share innovations across markets
Drive successful implementation of new procedures, product launches, and process improvements

Requirements

Minimum 2 years’ experience in front-line sales and people management
Track record of achieving volume and revenue targets in a competitive environment
Strong understanding of CDE profitability and distributor management
Knowledge of partnering with customers/clients, cost management, and financial administration
Proficiency in sales force management, computer applications, and company systems and procedures
Expertise in target setting, call planning, and effective sales execution
Strong negotiation, presentation, and customer relationship management skills
Strong time management and task prioritization
Ability to coach and develop others for high performance
Effective communication skills to understand and influence customer needs
Strong problem-solving, conflict resolution, and decision-making abilities
High self-motivation, resilience, and results orientation
Distributor operational excellence and profitability improvement
Team capability building and continuous knowledge development

What we offer

Bonus incentives
Development opportunities
Equal opportunity employer
Learning programs
Wellbeing program

Coca-Cola HBC - All Job Offers

Select Country

Distributor Manager

Job Description

Job Responsibility

Requirements

What we offer

Looking for more opportunities?

Distributor Manager

Distributor Manager

Senior Sales Manager Distributor Network

Key Account Manager (Device, Distributor Management)

Sales Operations Manager (Gt - Distributor Management)

Distributor Account Manager

Distributor Account Manager

Distributor Account Manager

Distributor Assistant Manager

Our AI answers in your language