Associate Manager - Sales Account Management

Role Overview

The Associate Manager, Sales Account Management, is responsible for driving sales growth, distribution excellence, and profitability across assigned distributors and territories in Mindanao.

This role leads the execution of commercial strategies, ensures strong distributor partnerships, and delivers business objectives through effective planning, analysis, and field execution within an FMCG environment.

The position requires strong commercial acumen, distributor management expertise, and the ability to translate market insights into actionable trade programs.

Key Responsibilities

1. Sales & Business Performance Management

• Drive achievement of sales targets, including volume, revenue, account contribution, distribution, merchandising, and accounts receivable.

• Lead, coordinate, and monitor distributor sales teams to improve productivity and maximize profitable growth.

• Ensure timely collection and management of accounts receivable.

• Identify short- and medium-term growth opportunities within the assigned territory.

2. Route-to-Market (RTM) & Channel Optimization

• Analyze existing Route-to-Market (RTM) structures and recommend cost-efficient improvements across channels.

• Support the design and implementation of RTM strategies to strengthen distribution coverage and market penetration.

3. Data Analytics & Trade Execution

• Generate actionable insights from internal and external data sources (e.g., DIAL, SISO, Nielsen, POS sales, inventory data, market trends).

• Translate insights into trade-level programs that drive sell-out performance and retail execution.

• Monitor distributor inventory levels to maintain optimal finished goods availability.

• Track sell-out performance and proactively manage stock risks.

4. Trade Investment & Key Account Planning

• Ensure optimal utilization of allocated trade spending through structured key account planning.

• Monitor deal tracking and evaluate the ROI of trade programs.

• Recommend improvements based on performance analysis.

5. Reporting & Performance Review

• Regularly analyze sales reports and business metrics to identify performance gaps and high-impact opportunities.

• Prioritize corrective actions and implement short- and long-term solutions.

• Align with Sales Operations and Marketing teams to execute growth programs effectively.

6. Distributor Relationship Management

• Develop and maintain strong strategic partnerships with assigned distributors.

• Act as a key liaison to ensure alignment on business objectives, execution standards, and compliance.

Qualifications & Competencies

• Bachelor's Degree in Business Administration, Commerce, Marketing, or related field.

• Minimum of 5 years of relevant experience in the FMCG industry, particularly in distributor or key account management.

• Strong background in selling, trade execution, and distributor management.

• Proven track record in achieving sales targets and driving territory growth.

• Strong analytical and data interpretation skills.

• Excellent presentation and communication skills.

• Proficient in English and Filipino.

• Must know how to drive and possess a valid professional or non-professional driver's license.

• Willing to do extensive fieldwork and travel within the Philippines.

• Preferably based in or near Davao.