Gerente de Canal de Distribución Livestock

Description

The Distributor Channel Manager – Livestock is responsible for defining and implementing the Go-To-Market (GTM) strategy for the Livestock unit in Colombia. The primary role is to design and recommend the optimal network of distributors and other commercial channels to strengthen execution and maximize business growth.

This role also supports the Senior Commercial Manager – Livestock, ensuring the proper alignment of the distribution strategy with the unit’s commercial and financial objectives.

From an operational perspective, the Distributor Channel Manager is responsible for structuring the channel’s monthly sales forecast, considering inventory levels, sell-out trends, and market data to improve planning and decision-making. He also contributes to quarterly sales reviews (LEs), as well as the operational plan.

Additionally, this role leads strategic negotiations with distributors, incorporating innovative incentives such as regional expansion, portfolio-based sales, added values and tiered rebate models, moving away from purely price-based negotiations.

One of the key responsibilities is integrating distributors into the sell-out data automation project, aiming to develop customized strategies for business growth and client performance optimization.

The Distributor Channel Manager also ensures compliance with DSO (Days Sales Outstanding) targets, proactively implementing strategies to improve portfolio quality and mitigate financial risks.

Furthermore, this position is responsible for territorial expansion and continuous distributor evaluation, ensuring that partners meet service, coverage, and growth standards aligned with Zoetis' strategy.


Define and execute the Go-To-Market (GTM) strategy
• Recommend and optimize the distributor and channel network.
• Align the distribution strategy with Livestock’s commercial and financial objectives.
• Develop and manage innovative incentive models to drive sustainable growth.
• Support the development of the Livestock unit´s strategy
• Work closely with the Senior Commercial Manager – Livestock to define strategic initiatives.
• Ensure proper alignment between the commercial, technical, and distributor teams.
• Implement best practices from other Zoetis markets to optimize distribution and business growth.
• Lead sales forecasting and demand planning for the distribution channel
• Develop sales forecasting models based on market trends, inventory levels, and customer sell-out data.
• Analyze inventory levels and sell-out trends to enhance forecast accuracy.
• Ensure optimal product availability in key channels.
• Collaborate with the commercial team to translate market insights into strategic actions.
• Elevate distributor negotiations and account management
• Evolve account planning and management, shifting from transactional relationships to a value-based solutions approach.
• Implement strategies that incentivize regional expansion, portfolio-based sales, and tiered rebate models.
• Work closely with distributors to enhance their performance and alignment with Zoetis' objectives.
• Lead the digital transformation of distribution management
• Integrate distributors into the sell-out data automation project.
• Develop data-driven strategies to improve business and client performance.
• Ensure the effective implementation of digital tools for enhanced channel management.
• Ensure portfolio quality and compliance with DSO targets
• Monitor and ensure compliance with DSO targets for customers.
• Design strategies to enhance portfolio quality and reduce financial risks.
• Collaborate with Finance to monitor account status and optimize collections.
• Manage strategic relationships and territorial expansion
• Evaluate and select strategic distributors, ensuring optimal market coverage.
• Implement a continuous performance evaluation model for distributors, measuring growth and compliance with objectives.
• Explore opportunities for territorial expansion and penetration into new market segments

About Zoetis

At Zoetis, our purpose is to nurture the world and humankind by advancing care for animals. As a Fortune 500 company and the world leader in animal health, we discover, develop, manufacture and commercialize vaccines, medicines, diagnostics and other technologies for companion animals and livestock. We know our people drive our success. Our award-winning culture, built around our Core Beliefs, focuses on our colleagues’ careers, connection and support. We offer competitive healthcare and retirement savings benefits, along with an array of benefits, policies and programs to support employee well-being in every sense, from health and financial wellness to family and lifestyle resources.

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