Manager- Distribution Sales

Role & responsibilities

Driven by Kemins spirit of "Compelled by Curiosity," the National Distributor Manager leads strategic growth by managing channel partner partnerships and driving commodity sales. This customer-centric role ensures channel partner success, market expansion, and business sustainability through structured performance monitoring, training, engagement initiatives, and onboarding new channel partners. With a strategic focus on commodity sales, the role optimizes pricing, competitiveness, and long-term profitability.

Sales Leadership & Management:

• Lead, mentor, and develop a high-performing team of territory sales executives
• Develop and implement effective sales strategies to achieve revenue targets.
• Monitor and analyze sales performance, identify areas for improvement, and provide regular feedback to the sales team.
• Manage and motivate the sales team, fostering a positive and productive work environment.

Sales Execution & Revenue Generation:

• Achieve and exceed sales targets by personally contributing to sales revenue within their assigned territory.
• Develop and maintain strong customer relationships.
• Identify and pursue new business opportunities.
• Negotiate contracts and pricing.
• Implement pricing strategies that ensure 100% customer retention and ensuring gross margin yoy growth

Channel Partner Management & Expansion:

• Motivate and monitor Distributors through structured scorecards and regular performance reviews to ensure alignment with business objectives.
• Expand the customer base by working closely with partners to identify new opportunities and drive market penetration.
• Establish annual business plans that include customer engagement activities, trade shows, and industry events to strengthen market presence.
• New Distributor Development: Identify, Appoint, and Onboard new distributors across South Asia to expand market reach.
• Distributor Relationship Management: Maintain strong, professional relationships with existing distributors and ensure consistent performance and satisfaction.
• Pricing & Margin Control: Manage distributor pricing, ensure adherence to margin policies, and resolve any related queries.

Strategic Commodity Sales Management

• Develop and execute a sustainable commodity sales plan, ensuring alignment with market trends and customer needs.
• Optimize pricing strategies, balancing cost efficiency with competitive positioning.
• Monitor commodity market dynamics, identifying risks and opportunities for business growth.
• Implement data-driven decision-making, leveraging market intelligence to refine sales strategies.

Competitive Analysis & Market Intelligence:

• Gather and formally report on competitor activities, pricing, technical specifications and market share.
• Leverage competitive insights to differentiate company offerings and gain a competitive edge.
• Stay ahead of evolving food technology trends, regulatory developments, and competitive dynamics to refine Kemin sales approach.

In collaboration with the Leadership team, provide strategic directions for Kemin Food Technologies Asia to achieve the business unit leading and lagging indicators. Additional responsibilities may be discussed based on specific business needs and priorities.

Preferred candidate profile

• A degree in Food Science, Engineering or a Technical field

• Proven experience in B2B food ingredients sales for 8-10 years, channel management, and commodity solutions.