JOB MISSION

The main objective/purpose of this role is to innovate, implement, maintain, oversee and control all G2M systems & KPIs, sales technologies for a cutting-edge sales information and support program, to drive optimization & productivity projects and capability programs. The manager must guide sales management and upper management to contribute to business sales strategies and to contribute to the day-to-day business decision-making process.

DIRECT REPORTING LINE

VP Sales

AREA OF ACCOUNTABILITY

Cross EVAI scope (5 geographical zones)

MAIN RESPONSIBILITIES

1. Route To Market (R2M) & Distributor Capability Building

• Lead Central Commercial Engagement with Distributors, supporting commercial teams by zone with tools & metrics to improve market performance
• Lead and be the official reference approval point for any RTM approach in countries/regions
• Responsible for improvisation of existing R2M – help of data / analytics / technology
• Support & monitor JBPs with Key Distributors as per agreed Plan & yearly investments
• Lead distributor assessment program to be able to identify specific capability and execution gap trends w.r.t Channels / Portfolio / Skills to create customized training programs for Distributors
• Clear PICOS (picture of success) definition for specific cluster distributors 

2. Driving Sales / Commercial Team Capability

• Leading the roadmap for all BDM’s sales capability programs
• Lead preparation and roll-out of training programs for distributors to get them upskilled
• Drive and upgrade capability and audit tools, various on-line and field trainings
• Leading outsources reporting tools that drive efficiency in sales organization like depletion data
   

3. Evai – Global Commercial Team & Distributor Management   

• Organize commercial events, Yearly conventions & other key events
• Lead a Center of excellence for sharing commercial best practices (animate and share)
• Link with Global Sales / EU / other CBUs to learn best practices and bring to New Ways of Working

4. Performance Monitoring & Reports  

• Lead and manage performance monitoring for EVAI - Commercial Teams across all regions & channels (MT/OTG/HORECA) for Monthly/ Quarterly / Half yearly / Yearly
• Responsible for setting & monitoring Regional KPIs Targets & Achievements
• Accurate reports and action-oriented insights/dashboards by using the right analytics tools, such as Power BI, etc.
• Support the Zone Directors / Vice President - Sales / Leadership team in making fact-based decisions
• Market/Competitor Insights: Responsible for periodic generation of market and competitor information/ insights by organizing & sharing information with regional teams

KEY INTERNAL & EXTERNAL CONTACTS

- Zone Directors / Leadership team
- Business development managers within EVAI zones
- Marketing/Finance /Legal/ Supply Chain
- Global RTM & AFH & brands teams
- Global accounts
- Other departments/CBUs, according to functional needs (Factory, etc.)
- Various International company managers for BPT sharing
- Distributors channel and brand managers
- Customers from all channels

PROFESSIONAL EXPERIENCE

10-12 years of relevant experience in Sales Management, Distributor Management, Key account Management, in particular Route to Market and/or lifestyle/luxury brands, ideally within a strong multinational FMCG company (spirits, high-end/premium).

ABILITIES & COMPETENCIES

Leadership & Strategic Thinking

• Strong leadership with the ability to align and mobilize cross-functional teams and stakeholders.
• Strategic mindset with proven ability to anticipate, plan, and execute long-term commercial initiatives.
• Entrepreneurial spirit with a pragmatic, results-driven approach and a high level of adaptability.

Collaboration & Influence

• Excellent interpersonal skills: open-minded, empathetic listener, and effective communicator.
• Ability to thrive in a multicultural, matrixed organization and build strong internal networks.
• Team player with a strong sense of collective interest and collaboration.

Sales & Market Expertise

• Deep understanding of market dynamics, category management, and multi-channel strategies.
• Proven experience in managing hybrid distribution models across:
• • Modern Trade
  • Convenience Stores & Petrol Stations
  • Coffee Shops / QSR
• Expertise in Master Distributor Management: network building, development, and performance tracking.
• Strong grasp of Distributor Value Chain Management, including investment planning and ROI tracking.
• Experience in Go-to-Market strategy design: territory planning, sales force sizing, basket optimization, and frequency modeling.

Operational Excellence

• Solid analytical and problem-solving skills to drive data-informed decisions.
• Skilled in negotiation and stakeholder alignment at all levels.
• Experience in leading Sales and Distributor Training programs to elevate commercial capabilities.
• Change management experience, particularly in distributor transformation and capability building.

EDUCATION
University Degree

FOREIGN LANGUAGES
English fluent. Other languages are welcome (French/Spanish/Italian...)

Our WHY is INVITING the WORLD to EXPERIENCE our BEST WATER BRANDS as well as PLANT BASED PRODUCTS.

We bring to life our iconic global brands EVIAN, VOLVIC and ALPRO.

At the same time, we take care of bringing plant-based food and drinks reflecting our desire to offer a wider choice to all consumers, especially the growing number of ‘flexitarians’ looking to diversify their protein sources, and people with dietary constraints or preferences.

We operate on a unique business model: partnership with local distributors. We work with more than 150 distributors, operating in more than 110 countries. The team behind it is no more than 100 people, with employees strategically based around the world. In fact, we are one of the most culturally diverse Business Unit in Danone with about 30 different nationalities located in over 20 countries.

When you join us, you will be amongst like-minded individuals – ambitious and hunger for more, flexible & autonomous, resilient in the face of challenges & driving change, high-performers & team players. Every individual makes a direct impact to our business results.

We are Evian Volvic Alpro International (EVAI).