Distribution Development Manager

About the role

The Distribution Development Manager will lead the implementation of the market access strategy in line with the region's go‑to‑market tactical plan and the 3P (Planet, People, Profit) ambitions. This role focuses on shaping the distribution landscape, partnering with key dealers and fleet customers, and ensuring compliance with anti‑trust and pricing standards.

Key responsibilities

• Analyze and map the distribution landscape, including accessibility, SI/SO, WAC and KPI maps, and integrate findings into the tactical plan.
• Validate and execute the territory’s “Where to play” strategy and deliver a local plan with key partners.
• Design targeted dealer and fleet experiences, partnership programs, and actions for specific key accounts.
• Identify, recruit and onboard new distribution partners.
• Apply anti‑trust principles throughout the definition and deployment of the distribution strategy.
• Manage distribution channels, including e‑retail operations.
• Review and validate territory discount structures to ensure compliance with group pricing standards (CTC toolbox).
• Develop and maintain partner programs, taking corrective actions when needed.
• Propose, manage and monitor the distribution investment budget.
• Plan and forecast the development of distribution skills and resources.

Required profile

• Proven experience working with partners and dealers.
• Ability to develop and manage partnership programs.
• Experience hosting events and conducting general analysis.

Required skills