Description

Position: Distribution Manager

Area: Indirect Markets

Reports to: General Manager

POSITION SUMMARY

The Indirect Markets Distribution Manager is responsible for leading the commercial strategy, business development, and operational performance of indirect sales channels across Uruguay, Paraguay, and Bolivia. Reporting to the General Manager Argentina, this position owns the end-to-end relationship with local distribution partners to drive sustainable revenue growth and expected bottom-line profitability, expand market share, and optimize sell-out execution. The role serves as the primary contact point to local distributors, ensuring that localized go-to-market plans, pricing structures, and inventory levels align with the company’s profitability targets and brand standards across multi-country territories.

POSITION RESPONSIBILITIES

• Distributor Network Management: Lead, evaluate, and develop the regional network of distributors across Uruguay, Paraguay, and Bolivia, ensuring alignment with commercial targets, brand standards, and service level agreements (SLAs).

  ? Sales & Revenue Growth (Sell-in / Sell-out): Design and execute annual commercial plans and Joint Business Plans to consistently achieve and exceed revenue, volume, and market share objectives.

  ? P&L Ownership: Manage the end-to-end Profit & Loss (P&L) statement for Uruguay, Paraguay, and Bolivia as indirect markets, balancing top-line growth with gross margin protection, commercial activation expenses, and bottom-line profitability.

  ? Go-to-Market (GTM) & Trade Execution: Adapt and implement go-to-market strategies tailored to each country’s economic and regulatory dynamics, overseeing pricing structures, promotional calendars, and point-of-sale execution.

  ? Forecasting & Inventory Control: Monitor distributor stock levels, demand forecasting, and supply chain coordination to prevent stockouts, and ensure healthy inventory rotation.

  ? Commercial Negotiation & P&L: Negotiate annual trading terms, commercial agreements, rebates, and margin structures to safeguard company profitability while keeping distributors competitive and motivated.

  ? Cross-Functional Collaboration & Coaching: Partner closely with Marketing / Commercial, Finance, and Supply Chain teams to support operations, while actively coaching and training distributor sales forces to elevate commercial executio

EDUCATION AND EXPERIENCE

Education: Bachelor’s degree in Business Administration, Industrial Engineering, Marketing, or related field. An MBA or postgraduate degree in Commercial Management is a plus.

? Experience: Minimum of 5 years of commercial and/or supply chain management experience, with at least 3 years managing and/or serving indirect channels, distributors, or export markets within Latin American (preferable in Animal Health segments).

TECHNICAL SKILLS REQUIREMENTS

Channel & Route-to-Market (RTM) Expertise: Deep understanding of distributor business models, wholesale/retail dynamics, and indirect channel economics.

? Supply Chain & Demand Planning: Solid grasp of S&OP processes, inventory rotation (DOH - Days on Hand), import/export logistics, and cross-border regulatory requirements in Mercosur/Andean regions.

? Financial & Commercial Acumen: Command of pricing architecture, margin analysis, rebate structures, credit control, and P&L management.

? Tools & Analytics: Advanced proficiency in Microsoft Excel (financial modeling, pivot tables), and BI tools (e.g., Power BI) for sell-in/sell-out data tracking.

? Strategic Negotiation & Influence: Ability to negotiate complex annual agreements and influence external partners without direct hierarchical authority.

? Cross-Cultural Agility: High adaptability to navigate distinct business cultures, macroeconomic environments, and consumer behaviors across Uruguay, Paraguay, and Bolivia.

? Analytical & Data-Driven Mindset: Capacity to translate sell-out metrics, market share data, and inventory reports into actionable commercial decisions. ? Relationship Building & Coaching: Strong interpersonal skills to foster trust with distributor owners/general managers while motivating and training their field sales teams. ? Autonomy & Results Orientation: Self-starter comfortable working independently in a remote/regional setup with high accountability for sales quotas and deadlines. ? Advanced/business-proficient English (written and spoken) for regional/global reporting. ? Commercial acumen, strategic and structured thinking, customer centric approach, proactive mindset, strong communication and interpersonal skills.

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.

Notice: Zoetis Recruiters will contact candidates via email from an address ending in @zoetis.com and may also initially connect with candidates through LinkedIn, including LinkedIn InMail. Zoetis does not use Gmail, Outlook, Yahoo, or other web-based/generic email domains to communicate about job opportunities, interviews, or offers of employment. If you receive a recruitment-related email message claiming to be from Zoetis that does not come from @zoetis.com, please treat it as suspicious. For your security, do not reply, click links, open attachments, share personal or financial information, or send money in response to unexpected or questionable recruitment communications.

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