Job Description
RESPONSIBILITIESDistributor Business Planning & Performance Management• Conduct regular (e.g., monthly/quarterly) business review meetings with the main and secondary distributor, covering sell-in, sell-out, stock levels, and target achievement.• Monitor and evaluate each distributor's sales performance against agreed targets (primary/secondary sales, distribution, coverage).• Analyze sales data to identify trends, risks (e.g., underperformance, overstock, out-of-stock), and opportunities.• Develop and implement action plans with distributors to address underperformance or capture upside opportunities.Sales Plan & Promotion Adjustment• Assess when existing sales plans are off-track and recommend adjustments — pricing, promotion mechanics, incentive schemes, or launch timing — to stimulate sell-in/sell-out.• Design and propose promotional campaigns or trade programs with distributors to drive volume during slow periods or against specific targets/opportunities.• Coordinate with Sales Manager and Trade Marketing to ensure adjusted plans/promotions align with area/account execution and brand guidelines.• Track the impact of implemented promotions/adjustments and refine based on results.Relationship Building• Serve as the main point of contact for the main and secondary distributor.• Build and maintain a strong, collaborative relationship through regular communication, on-site visits, and joint planning sessions.• Act as mediator to resolve operational or commercial issues between INABA and distributors, ensuring mutual satisfaction.Distributor Operations & Support• Provide distributors with the training, tools, and support needed to optimize execution and market coverage.• Collaborate with the Sales Manager, Sales Executives, and Trade Marketing team to align distributor sales plans with broader area/account and brand objectives.• Monitor market trends, competitor activity, and customer needs, feeding insights back into distributor planning.Compliance and Reporting• Ensure distributors comply with company policies, pricing structures, and contractual/trading agreements.• Prepare regular distributor performance reports (sell-in, sell-out, stock, promotion results) and present insights to Country Manager and Japanese Manager.• Maintain accurate records of distributor agreements, sales metrics, stock levels, and promotion outcomes.