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Distributor Sales Manager

Western Cape , R47000 - R47000 Per Month
Sector: Retail Trade
Posted: Friday, 22 July 2022

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Job Details

A Footwear Manufacturer is looking for a Distributor Sales Manager to ensure that Net Sales, Gross Margin & ASP targets are achieved for allocated Key Accounts (KA’s) and Distributors by optimising sales opportunities. 



  • Set and achieve Net Sales and Gross Margin targets for agreed regions and selected Distributors and KA’s.
  • Develop strategic alliances with Distributors and KA’s to drive brand share of their businesses.
  • Ensure forecasted business plans are built for each distributor and KA’s
  • Manage assortment planning, pricing, sell in, order book management and order delivery.
  • Manage the brand segmentation between the account tiers.
  • Liaise with NSM and Product Managers to ensure product and sales strategies align with product and assortment objectives.
  • Conduct monthly review meetings with all Distributors and KA’s
  • Ensure KA One Pagers are kept up to date
  • Conduct quarterly business review meetings with each Distributor and KA.
  • Ensure pre-line and sales meetings take place with key/major accounts.
  • Ensure Distributors and KA’s total business objectives and budgets are met across Footwear and Apparel.


  • Complete weekly sales & bookings reports, with a focus on forward bookings for NSM.
  • Ensure Distributor/KA monthly and quarterly sales reports are completed.
  • Complete weekly work in progress report for National Sales Manager.

Forecasting & Inventory Management

  • Work with the NSM to build and manage a rolling 12-month Distributor and KA SKU forecast.
  • Prepare for each sell in a forecast by account by month on product requirements and delivery flow.
  • Take responsibility for account forecasts against budgets and report to demand Planning.
  • Achieve 90% forecasting accuracy for each Distributor and KA
  • Work with the NSM and Demand Planner on placing excess inventory through Distributors and KA’s.

Product Support

  • Assist product managers to select appropriate product for each Distributor and KA.
  • Assist in the strategic segmentation of the product
  • Ensure that the product mix is in line with overall company strategy and its gross margin targets are achieved
  • Ensure the pricing structure is correct for the accounts to achieve internal margin targets.
  • Ensure the key marketing styles are actioned through the accounts through planned and executed GTM strategy
  • Provide continuous feedback to NSM and product managers to ensure relevant feedback


  • Build catalogue information with pricing as well as preparation of order sheets each season.
  • Ensure finance signs off on all pricing prior to customers receiving information.
  • Work closely with Customer Service team to ensure all business partners receive premium service.
  • Attend after hour functions where appropriate to ensure support is provided in Distributors and KA’s achieving business goals.


  • Significant experience and tertiary education preferred.
  • Strong Account Management skills.
  • Strong Footwear and Apparel product knowledge for both company and competitor product.
  • Strong numeric, analytical, excel and PowerPoint skills.
  • Proven entrepreneurial and commercial skills in wholesale and distributor businesses.
  • Persuasive sales and presentation skills with a strong customer service focus.
  • Sporting goods industry understanding, and experience preferred.
  • Excellent interpersonal skills and leadership qualities.
  • Proven negotiation skills and determined self-starter.
  • Outgoing and sociable with a willingness to spend time with customers after hours.
  • Ability to travel domestically and internationally if required