Distributors Strategy and Development Manager GE-AR

Overview The role is responsible for executing the go-to-market strategy and developing an effective distributor management model across Georgia and Armenia. It involves daily collaboration with distribution partners, implementation of commercial terms, agreements, incentive schemes, and KPIs, as well as monitoring service levels and the achievement of agreed business targets. The incumbent analyzes sales performance, market coverage, product availability, execution standards, profitability, and return on investment to identify growth opportunities and develop corrective actions. The role also supports commercial negotiations, optimizes the Route-to-Market (RTM) model, expands new channels, and drives the implementation of BCCA regional standards and best practices. Responsibilities Execute go-to-market (GTM) strategies and distributor management frameworks across Georgia and Armenia. Manage day-to-day interactions with distributors and build effective relationships with their leadership teams. Ensure the implementation and compliance of commercial terms, contracts, incentive schemes, discount structures, KPIs, and service level requirements. Analyze distributor performance, including sales results, market coverage, product availability, in-store execution standards, profitability, and return on commercial investments. Conduct regular business reviews with distributors and monitor the execution of agreed action plans and performance targets. Identify growth opportunities, business risks, and areas of underperformance, and work collaboratively with distributors and country teams to develop and implement corrective actions. Support negotiations with distributors while ensuring alignment with regional strategy and compliance with financial, legal, and corporate governance requirements. Drive the optimization of the Route-to-Market (RTM) model, expansion of market coverage, development of new channels, and enhancement of distributor effectiveness. Implement BCCA regional standards, tools, initiatives, and best practices across Georgia and Armenia. Collaborate closely with Sales, Commercial, Finance, Supply Chain, and other cross-functional teams to deliver business objectives and sustainable growth. Qualifications Bachelor’s degree in Business Administration, Economics, or a related field. Minimum 5 years of experience in Sales, Distributor Management, Commercial Operations, or a related function, preferably within the FMCG industry. Strong understanding of Go-to-Market (GTM) and Route-to-Market (RTM) principles, commercial terms, distributor management practices, and distributor KPIs. Proven analytical skills with the ability to interpret business performance data and translate insights into actionable recommendations. Strong negotiation, communication, and stakeholder management skills. Ability to build effective partnerships and collaborate successfully with distributors and cross-functional teams. Proficiency in Georgian and English languages Advanced proficiency in Microsoft Office applications, particularly Excel and PowerPoint.