Job Summary:
The B2B Distribution Operation Senior Associate / Manager will own end-to-end B2B distribution strategy and execution across both traditional offline channels (wholesalers, GT/MT, institutional buyers) and online platforms (B2B e-commerce marketplaces, first-party web portal, EDI/API ordering). Build sustainable revenue growth, maximize distribution reach, and ensure seamless customer experience.
Key Responsibilities:
· Develop annual offline & online B2B channel plans aligned with company growth targets and margin guidelines. Own volume, revenue, GM%, and trade-spend budgets; run monthly business reviews
· Identify, pitch, and onboard new wholesale partners, HORECA chains, industrial buyers, and B2B e-commerce platforms. Negotiate trading terms, assortment, and service-level agreements (SLAs)
· Design efficient delivery schemes (direct shipment, cross-dock, 3PL, drop-ship). Coordinate with Supply Chain on inventory, forecasting (S&OP), and returns
· Plan channel-specific promotions, volume incentives, and bundled offers. Work with Marketing on digital campaigns, co-op ads, and offline activation kits
· Lead cross-functional squad distributor field reps. Set OKRs, coach on solution selling, monitor pipeline in CRM and Salesforce
· Enforce credit terms, anti-bribery, and regulatory labeling/logistics requirements.
Qualifications:
· Education: Bachelor’s in Business, Commerce, Supply Chain, or related; MBA a plus.
· Experience: 7-10 years in B2B sales/distribution within FMCG, CPG, or Food & Beverage; at least 3 years managing e-commerce or digital ordering channels.
· Track Record: Demonstrated success scaling nationwide distribution networks and launching B2B digital platforms.
Preferred Skills:
· Channel P&L management, trade-spend ROI analysis, contract negotiation
· Familiarity with OMS/WMS/ERP (SAP, Oracle) and digital platform solution
· Advanced Excel / BI (Power BI, Tableau); basic SQL for ad-hoc analysis
· Understanding of last-mile logistics models
