Associate Manager, Sales Operations (Distributor Channel Management)

SC JOHNSON IS A FIFTH-GENERATION FAMILY COMPANY BUILT ON THE SPIRIT OF OUR PEOPLE. We have been leading with purpose for over 130 years, building iconic brands that win the hearts and minds of consumers – such as Raid®, Glade®, Ziploc® and more, in virtually every country around the world. Together, we are creating a better future – for the planet, for future generations and for every SCJ team member. Join our winning team of Wave Makers and Go Getters and help us write the next chapter in the SCJ story.

The Associate Manager, Sales Operations (Distributor Channel Management) acts as the strategic "brain" for the Distributor and General Trade (GT) channels. This role is responsible for the end-to-end management of Route-to-Market (RTM) strategy, annual Channel Planning, including Gross-to-Net (GTN) and In-store investments. Reporting to the Sales Operations Manager, the incumbent ensures that the distributor network is equipped with the right targets, tools, and incentives to achieve superior market execution

Internal Job Title: Associate Manager, Sales Analysis, Category & Trade Solutions

Key Responsibilities

Channel Strategy & Annual Planning

• GT Channel Planning: Lead the annual planning process for the entire General Trade channel, including Gross-to-net and In-store investments.
• JBP Preparation: Plan and prepare annual targets for the Distributor network, ensuring individual Joint Business Plans (JBPs) aggregate to meet the total channel goal.
• RTM Architecture: Design and execute Route-to-Market (RTM) strategies to optimize distribution depth and breadth across the GT landscape.
• Incentive Strategy: Design and track Distributor Sales Rep (DSR) Incentives to drive the right behaviors in the field.
• Structure & Selection: Determine the ideal channel structure and lead the selection of local distributor partners.

Performance Intelligence & "Perfect Store"

• Distributor Scorecards: Develop and manage channel and distributor scorecards to convert sales data into actionable business intelligence.
• Perfect Store Execution: Co-lead the development of toolkit execution for both in-store and online "Perfect Store" standards.
• Reporting & Commentary: Lead the monthly commentary and quarterly ASEAN scorecard updates for the distributor network.

Sales Capability & Thought Leadership

• Capability Building: Lead the transformation of the sales team’s mindset, ensuring they have the tools to perform at a superior level.
• Strategic Partnership: Act as the strategic channel expert for Customer Marketing to build commercial plans and channel-specific executions.
• User Training: Facilitate training for stakeholders on company data systems and tools to ensure operational excellence.

Required Skills & Experience

• Education: Bachelor’s Degree

• Experience: 5-10 years of experience in Distributor Channel Sales, Sales Operations, Trade Marketing
• Technical Mastery: Advanced analytical skills and strong computer skills, specifically a "must-have" proficiency in MS Excel.
• Industry: Past working experience in the FMCG industry

• Competencies: Strategic thinking, analytical problem-solving, and the ability to influence across the organization.
• Language: Fluent in English (both written and verbal).

Inclusion & Diversity

We’re a global business, with people from every culture, ethnicity, race, religion, gender identity, sexual orientation, age and ability. We recognize the breadth of human experience, and we work to celebrate it. It is our goal to build a diverse, inclusive and supportive work environment where all people can thrive.

We’re committed to ongoing efforts that help us attract, hire, and retain diverse talent who want to build a positive, inclusive environment. Read more about our ongoing initiatives at https://jobs.scjohnson.com/inclusion.

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