Distributor Financial Model Manager

Role Overview

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

• Bachelors 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.