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Distribution Partner Manager: Wholesale

Vacancy Details

Reference No.



A leading FMCG group is seeking a Distribution Partner Manager specialising in wholesale to develop a profound and proven concept of the company to become the leader in energy within independent rural and urban market space. The successful incumbent will also manage its execution on a daily base, turning strategy into action


  • Analyse geographic areas to understand outlet and sales opportunity within identified areas through trade visits
  • Open up new Wholesale Distribution Partners in geographies where the company’s distribution is underrepresented
  • Set minimum DP service requirements based on trade analysis to ensure maximum service to trade
  • Develop Independent annual business plan in close coordination with Distribution Partner Manager (Independents) and National DP Manager for winning in the Independent trade
  • Target to increase and deepen the company’s footprint in Independent urban and rural channels
  • Co-Develop Business Plans by DP to deliver on all relevant company’s strategic initiatives including; volume, numeric distribution, execution and information exchange (Depletion Data). Ensure the plan is aligned to overall company’s plan
  • Define routines and call cycles for managing the operations in a professional / sustainable way, in line with routines matrix set out by DPM (Independents) and NDPM
  • Do monthly business reviews with DP’s in line with business plan and Annex
  • Forecast financial sales by DP and ensure order taking according to the company’s targets and principles and aligned to forecast
  • Define and track the DP KPIs (broken down from overall sales targets): volume sales, distribution numeric and weighted and price compliance, perfect store execution, promotional execution. Support DP in achieving set targets through
  • Training the DP sales force on the company’s perfect store standards and execution of those
  • Leading DP sales force by personal example and hand-on approach
  • Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing 60% of time in field and 40% of time spent on analysing, planning and reporting
  • Prepare and lead monthly reviews with the DP owner / management
  • Generate best practices and multiply throughout covered channels
  • Manage and secure sufficient POS stock and handling as well as ROI calculations on placed coolers
  • Fuel DP sales force passion for the company’s through recognition and reward programs
  • Extensive travel regionally required


  • 7– 10+ years sales experience in FMCG sector.
  • Successful track record in managing sales force (distribution partner preferred) within all Trade channels
  • Business Experience in Regional Accounts - Independent trade
  • Successful track record in defining and bringing route to market strategies for separate channels to life
  • Key Account experience (an Advantage)
  • Clear understanding of market, sales and distribution within South Africa
  • Clear understanding of market structure and common practice
  • Fluent in written and spoken English also Xhosa, Zulu and Afrikaans a plus
  • Proficient in all MS Office programs (Word, Excel, Power Point, etc.)

Kindly note, if you have not heard from us within two weeks of your application please consider it unsuccessful

Position Type


Work Level



Market Related



Salary Type



Cost To Company

Affirmative Action


Geographic Location

Western Cape