Assistant Manager Distribution Strategy

Assistant Manager - Distribution Strategy & Sales Capability ( South )

Location: Karachi, Sindh (PK)

Position Summary

This field-based sales support role contributes to the design, execution, and continuous improvement of distribution and route-to-market capabilities to support sustainable volume growth and stronger market execution. The role partners with regional sales teams by combining data analytics with regular distributor and market visits to validate on-ground realities, identify opportunities, and translate insights into practical improvement actions. Key responsibilities include DAP planning and governance, Work With Work Review (WWWR), Distribution Assessment Model (DAM), distributor ROI analytics, sales incentives, secondary target deployment, diagnostic reviews, Naya Jeevan program coordination, and sales capability initiatives. The incumbent supports regional teams through timely data visibility, field-based validation, cross-functional coordination, identifying and addressing regional training requirements, and engagement programs that strengthen distributor operations and sales force effectiveness.

Job Responsibilities

• Contribute to the design, execution, and continuous improvement of distribution and route-to-market strategies, tools, and frameworks that support volume growth and stronger market execution.
• Partner with regional sales teams through regular distributor and market visits to understand on-ground realities, validate business insights, identify execution opportunities, and recommend practical improvement actions.
• Lead DAP planning for assigned regions, including budget proposals, finalization, and approval coordination; validate monthly claims against approved budgets and agreed KPIs before forwarding to Commercial Finance for processing; conduct field verification of supported resources and recommend improvements to the support model.
• Support Work With Work Review (WWWR) by monitoring execution trends, sharing relevant data cuts and insights with sales teams, and conducting field visits to validate market observations and recommend improvements to the program.
• Coordinate the Distribution Assessment Model (DAM) by identifying distributors for annual assessment based on agreed criteria, compiling assessment data into dashboards, validating findings through field visits, and recommending enhancements to the model.
• Support distributor ROI management by ensuring incorporation of defined ROI data elements, developing analytical views and models, linking ROI insights with DAP decisions, and validating key assumptions through distributor and market visits.
• Work up quarterly and annual sales force incentive calculations and coordinate with relevant stakeholders to ensure timely processing and compliance with approved incentive mechanisms and system requirements.
• Coordinate timely incorporation and visibility of secondary sales targets in the system for TSEs, TSMs, ZSMs, and distributor sales force (DSF), supporting accurate performance tracking across levels.
• Conduct structured distributor and market visits, prepare diagnostic reports capturing operational and execution insights, and work with regional teams on practical recommendations and follow-up actions.
• Coordinate end-to-end execution of the DSF Insurance program, acting as a bridge between regional sales teams and the Vendor team to resolve operational blockers and support timely reimbursement of premiums in line with agreed sharing arrangements and approved budgets.
• Identify regional sales capability and development needs through data analysis, field observations, and stakeholder discussions; design and facilitate relevant learning interventions for Tapal and distributor sales teams.
• Design and deliver training sessions for Tapal and distributor sales teams based on fit-gap analysis to enhance execution capabilities.
• Support continuous improvement in sales capability by simplifying processes, improving systems and resource utilization, and translating field and performance insights into scalable execution practices.
• Strengthen sales team engagement and motivation through performance-based competitions, recognition initiatives, and capability activities that encourage participation, learning, and execution excellence.
• Prepare and share performance dashboards, assessment reports, and actionable insights with regional and cross-functional stakeholders to support informed decision-making and timely follow-through.

Experience & Qualification

• Minimum bachelor’s degree in relevant field
• Minimum 4 years of relevant work experience within FMCG industry

Skills & Competencies

• Distribution & Route-to-Market Strategy
• Field Execution & Distributor Diagnostics
• Sales Capability Development
• Data Analytics & Performance Insights
• Budget & Program Management
• Stakeholder & Cross-Functional Coordination
• Continuous Improvement & Change Enablement