Distribution Channel Leader
hace 11 días

Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience.

We have 155,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.

Position Purpose

The for Shrimp business segment within CQN Ecuador is responsible for the definition, development, and execution of programs aimed to our Dennis and Baxter Channel.

Above 30 % of shrimp feed volume within the market, but also for our sales is generated through third parties vendors such as distributors.

The purpose of this job description program development refers to every initiative aiming to define and execute our go to market scheme by development programs to guarantee our products availability on time, complying with quality standards, and in an efficient and profitable way.

The Distribution Channel Leader works collaboratively with internal customers, with external targeted customers with distribution and customer service capabilities, and also with contractors / third parties which provide management of skilled / talented distribution representatives who managed a defined customer portfolio in order to execute the distribution program developed by the Channel Leader.

Under this distribution structure we will also collect timely market data directly from our customers (Stocks levels, selling-

in and selling-out outcomes, industry insights, competitions inputs, etc. Collected data will be used and managed to define and asses our own initiatives.

The Channel Leader has a robust background and know-how in Distribution, in negotiations with Distributors, and managing people under a third party contract.

The Channel Leader is also responsible for living CAN s Green Culture, from leadership, ethics, and corporate governance. Principal Accountabilities

  • 70% Sales responsible. Also, for definition and implementation of channel programs (As described) to support distributors from our Dennis and Baxter segment from Ecuador.
  • 20% Support Commercial / Marketing Team by producing relevant, on-time, and actionable data derived from feed sales, channel segmentantion, competition, market.
  • 10% Communicate and coordinate also with SMT to align and link market challenges and opportunities with our current and potential distributors customer portfolio, products and services.
  • Key requirements to successfully perform as the Channel Leader is to invest most of the time on the road, on the field (70% On the field;
  • 30% for development program data analysis, and administrative tasks). Channel Program Development roles will be :

  • Definition, implementation, and evaluation of commercial programs aimed to consolidate and defend our volume and market share in those regions / customers where we have a leading commercial position.
  • Identification of current Dennis and Baxter customers selling already CAN s products but where opportunities to increase sales and share of market of Aqua feeds needs to be seized to sustainable and profitable growth.
  • Explore / asses new potential customers with capabilities to efficiently compete and deliver products with a tailored go to market model in regions currently dominated by competition.
  • Align / Complement and synergize with CAN s resources commercial initiatives to seize sales opportunities in those customers with drop-
  • size levels that no required a permanently focused CQN s representative call.

    Required Qualifications

  • University degree (Bachelor, MS or higher), preferably in, business administration, marketing, agricultural, biology, animal sciences.
  • Five or more years of experience as a manager in charge of distribution and / or channel businesses.
  • Experience in negotiations with distribution customers, and with third party suppliers of services such as vendors or market representative.
  • Demonstrated ability to supervise, train and share knowledge to differente type of audiences.
  • Demosntrated ability to coordinate resources, both internal and external.
  • Computer literate.
  • Excellent communication and interpersonal skills.
  • B2B + Channel Sales Experience
  • Preferred Qualifications

  • Knowledge and experience in feed sales / distribution and Shrimp farming.
  • Sales

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