Whitespace Sales Manager

Whitespace Sales Manager

Job Description

Position Summary

The Whitespace Sales Manager is responsible for developing and executing sales and distribution strategies across whitespace and developing markets, including Philippines, Indonesia, Vietnam, and India.

The role ensures strong distributor performance, effective trade marketing execution, and cross-functional alignment to deliver sustainable growth aligned with company objectives.

 

Key Responsibilities


* Sales & Distribution Management



* Develop and implement whitespace market strategies aligned with overall business objectives.


* Manage annual and monthly sales targets, selling systems, coverage models, and distribution KPIs.


* Monitor distributor performance, execution quality, and compliance with Kimberly-Clark standards.


* Strengthen distributor capability, financial health, and operational efficiency, ensuring optimal route-to-market.

Trade Marketing & Execution


* Lead the execution of trade marketing programs, channel activities, and new product launches.


* Ensure effective merchandising execution and POSM deployment to maximize visibility and conversion.


* Analyze ROI of trade investments and recommend optimization opportunities to improve cost efficiency and impact.

Forecasting & Business Operations


* Provide accurate monthly SKU-level sales forecasts based on market insights and distributor input.


* Collaborate closely with Marketing, Supply Chain, Finance, and Customer Service to manage orders, inventory, receivables, and promotional budgets.


* Ensure timely reporting, data accuracy, and adherence to internal business processes.

Distributor Management & Governance


* Oversee distributor strategic planning, capability development, and operational compliance.


* Conduct business reviews to assess financial stability, credit exposure, and inventory health.


* Recommend improvements in distributor models, coverage expansion, and organizational structure.

Cross-Functional Collaboration


* Partner with internal teams to refine whitespace market approaches, commercial models, and execution frameworks.


* Provide strategic insights and feedback to senior management to support long-term market development and investment decisions.

 

Qualifications

Education & Experience


* Bachelor’s degree in business administration, marketing, or related field.


* Minimum 5 years of experience in FMCG, including 3+ years in sales management or distributor management roles.

 

Skills & Competencies


* Strong proficiency in English (spoken and written).


* Excellent analytical and strategic thinking skills with strong business acumen.


* Proven leadership in coaching, mentoring, and developing distributor or internal teams.


* Strong interpersonal, communication, and negotiation skills.


* Deep understanding of trade marketing strategy, channel execution, and market development.
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