Role Overview

The Distributor Business Model Executive makes sure Nestlé's distributor partners run as healthy, profitable and efficient businesses. You'll manage the distributor business model, including financial health, ROI, cost-to-serve, operational capability and compliance. You'll also work with distributors on sustainable growth plans that support Nestlé's sales and distribution goals.

Key Responsibilities

Distributor Financial Health and Profitability

• Monitor and analyze distributor P&L, ROI, margins, cost-to-serve and working capital.

• Run business reviews with distributors to find financial gaps and agree on fixes.

• Check that distributor investments are viable and that the business model stays sustainable.

Distributor Business Model Management

• Put the distributor business model in place and keep improving it, including manpower, fleet, warehousing and coverage structure.

• Assess distributor capability and help close gaps in operations, systems and people.

• Support new distributor appointments, transitions and territory realignments when needed.

Performance Management and Governance

• Track distributor KPIs such as sell-in, sell-out, stock health, DSO, service levels and compliance.

• Make sure distributors follow Nestlé policies, contracts, trade terms and audit requirements.

• Lead regular performance reviews and scorecards with distributor owners and management.

Commercial Partnership and Collaboration

• Work with Sales, Finance, Supply Chain, Trade Marketing and Sales Operations to align distributor plans with business goals.

• Build insights and recommendations that support distributor investments, incentive schemes and cost optimization.

• Act as a trusted business partner to distributor owners and key decision-makers.

Reporting and Analytics

• Prepare and present clear analyses of distributor performance, profitability and business model reviews to management.

• Use data to spot risks, opportunities and areas to improve.

Qualifications

• Bachelor's degree in Business, Accountancy, Finance, Economics, Management or a related field.

• At least 5 years experience in distributor management, distributor development or sales operations, ideally in FMCG.

• Strong financial acumen, including reading and analysing P&L, ROI and cost-to-serve, and building business cases.

• Good understanding of distributor operations, such as warehousing, logistics, manpower and coverage models.

• Advanced Excel and data analysis skills. Experience with BI tools such as Power BI or SAP is an advantage.

• Strong presentation and stakeholder management skills, including the ability to influence distributor owners and senior stakeholders.

• Willing to travel to distributor sites as needed.