WHAT DOES A DISTRIBUTOR DO?
Updated: Mai 28, 2025 - The Distributor collaborates with peers to develop and automate monthly metric reports, KPIs, and scorecards, utilizing deep system, process, and business knowledge. This role is responsible for creating data visualizations that simplify complex information, enabling effective decision-making across teams. Additionally, the distributor drives process improvements, acts as a resource for peers, and resolves business issues through investigation and analysis, while maintaining communication with senior leaders and external customers.
A Review of Professional Skills and Functions for Distributor
1. Distributor Duties
- Finance Operations Management: Manages daily operations related to rebates, discounts, and finance matters in compliance with company policies.
- Reporting and Cash Flow: Executes routine reporting on Distributor Accounts and manages related Cash Flow.
- Process Improvement: Assists in process control and improvement through simplification and automation to enhance efficiency.
- Payment Confirmation: Confirms payment lists to distributors in line with company guidelines and approval matrices.
- Price Communication: Provides timely price information to distributors.
- Financial Reconciliation: Calculates and reconciles financial data regularly with regional distributors.
- Issue Resolution: Collaborates with distributors to address issues and propose timely solutions.
- Commercial Coordination: Coordinates with Commercial teams to prevent overspending on sales and discount packages.
- Activity Planning: Supports line management and stakeholders in planning activities at distributors.
- Distributor Relationship Management: Manages finance-related relationships with key distributors.
- Internal Control Compliance: Drives compliance and improvement in Internal Control processes for Vietnam Wholesalers.
- Process Streamlining: Streamlines processes with a focus on simplification, automation, and efficiency.
2. Distributor Details
- Distributor Selection: Ensure the Distributor Selection process is objective.
- Distributor Transition Management: Ensure smooth transition of business during On/Offboarding of Distributors.
- Distributor Performance Monitoring: Ensure Distributor Performance is on track.
- Compliance and Ethics: Ensure Distributor Ethics and Compliance as per BD policies.
- Inventory Optimization: Ensure channel inventory optimization.
- Cycle Counting: Execute cycle count for distributors on a regular basis.
- Data Accuracy: Ensure the distributor’s channel data is correct.
- Sales Achievement: Work with regions to ensure SI CDP achievement.
- Distributor Management: Improve distributor management continuously, especially focusing on sell-in, sell-out, stock, DPA, DSA, selection, and investment.
- Route to Market: Build effective route-to-market model to accelerate business growth.
- KPI and Standards: Set Frontline Sales KPI, execution standards, and PMS.
- Tracking and Review: Track and review efficiently.
- Data Systems and Tools: Build holistic data systems and tracking tools to facilitate sales execution and performance improvement.
3. Distributor Responsibilities
- Product Knowledge: Learn features, benefits, and differentiators of 4Front products to discuss them with customers.
- Order Analysis: Read, analyze, and interpret customer order requirements.
- Distributor Engagement: Conduct follow-up calls to distributors.
- Document Review: Review purchase documents for approval.
- Order Management: Enter and manage orders in the JD Enterprises system.
- Equipment Coordination: Create equipment orders with manufacturing facilities.
- Freight Coordination: Coordinate inland and international freight requirements.
- Customs Documentation: Provide required customs documentation, including commercial invoice, packing list, certificate of origin, and SLI.
- Consolidated Orders: Manage and update distributors on consolidated orders regarding freight.
- Sales Support: Assist International Sales with quoting, freight, and order interpretation.
- Customer Communication: Act as customer contact, advising on order changes, order status, and ship dates.
- Issue Resolution: Troubleshoot issues by engaging internal resources and ensuring follow-through to resolution.
- Inter-company Coordination: Facilitate inter-company orders between APS, TKO, and Tufseal.
4. Distributor Job Summary
- Data Automation: Collaborates on the development and automation of monthly metric reports, KPIs, and scorecards using BI tools, macros, and dashboards.
- Data Visualization: Creates data visualizations (graphs, charts, etc.) to enhance communication and decision-making.
- Critical Decision-Making: Uses independent judgment to make significant process decisions with business impact.
- Process Standardization: Develops, documents, and executes standardized processes.
- Distributor Reporting Expertise: Acts as a resource for peers on Distributor Reporting/Deduction processes and indirect channel knowledge.
- Process Improvement: Suggests and drives enhancements to improve efficiency and effectiveness in business operations.
- Executive Communication: Communicates complex problems and resolutions clearly to senior leaders.
- Business Analysis: Investigate and analyze complex business issues, recommending and implementing solutions.
- Negotiation Support: Participates in distributor negotiations and escalates issues as needed.
- Sales Support: Assists in resolving sales tracing issues for sales representatives.
- Centralized Reporting: Creates and maintains a centralized reporting tool for DR and Deductions processes.
- Customer Liaison: Serves as the point of contact for internal and external customers, including distributors and warehouses.
5. Distributor Accountabilities
- Email Management: Responds to assigned emails promptly and efficiently.
- Audit Support: Provides audit and profit recovery assistance, including Distributor Account audits.
- Employee Training: Trains new employees and provides back-up support for teammates.
- Team Leadership: Acts as a positive role model and supports management in implementing change.
- Credit and Billing Expertise: Understands processes for credits, orders, rebills, and their review.
- Customer Service: Performs with honesty and integrity to deliver exceptional customer service.
- Financial Reporting: Prepares consolidated financial statements and regional performance reports.
- Ad-Hoc Reporting: Completes ad-hoc reporting and updates in a timely manner.
- Cash Flow Management: Routinely prepares Cash Flow Reports and develops methodologies for cash-flow forecasting and control.
- Commercial Cash Flow Control: Monitors and controls distributor cash flows.