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Distribution Channel Manager

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Date: 29-Jun-2019

Location: Hoffman Estates, IL, US

Company: Tate & Lyle

We are looking for an experienced sales professional who possesses a deep knowledge of the food industry and the varied distribution networks within.  It requires the ability to work closely with an established distributor network in an indirect management role to develop a partnership with both the distribution partners and their customers.

The successful candidate will have a demonstrated track record of developing and maintaining deep relationships and increasing sales results with key distribution companies.   This role will be responsible for approximately 5% of BI North American Field Sales contribution margin, primarily in acidulants, dry dextrose, and Vico products.  Once proven, this role will likely expand their scope to include the industrial products.


  • Develop and execute a cross product line channel strategy
  • Drive distribution sales through partnership. Leverage influence, strategy and leadership capabilities to grow the business, and negotiate contractual agreements that deliver against annual operating plans aligned with Tate & Lyle BI NOAM.
  • Develop and execute account plans for each distributor demonstrating P&L ownership, joint business planning and plan management. Through influence, gaining share of mind and resource management you are expected to earn the right to partner with the distributors, virtually imbedding within the distributor.
  • Reporting and Forecasting, Monthly business review preparation and presentation.
  • Maintain and monitor rebate process with respect to auditing
  • Monitor any variances and work closely with customer service and internal operations team to improve overall customer satisfaction.
  • Develop growth strategy and manage the opportunity pipeline in partnership with the distributors.
  • Work collaboratively with Product Line Managers to bring opportunities and growth to the distribution network.
  • Work collaboratively with the Territory Sales Managers ensuring clear communication regarding Distributor targets and Territory targets as well as market intelligence gleaned from Distributor relationships.


  • Volume based contract compliance and total contribution margin generated on a fiscal year basis
  • Contracting targets including volume growth and target pricing
  • Forecast accuracy and other system utilization (BW, Prime, SFDC, APO)
  • Account Management including quality account plans, forecasting and contract management
  • Account Management specific to Distribution – accurately maintain rebate lists and payments
  • Account Engagement, including call frequency, quality call reporting and contract execution
  • Monthly business reviews
  • Management and growth of opportunity pipeline, including ability to move projects through the sales funnel and ultimately to completion
  • Market Intelligence


Essential to do the role:

  • 5 - 8 years’ experience in a customer facing role (sales, technical sales, etc). Previous success selling into the distribution channel, end users or having worked within distribution in sales or procurement roles.
  • Thorough knowledge of the Food Industry
  • Demonstrated ability to develop exceptional relationships with key decision makers at top of customer/distribution accounts
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Experience interacting with cross-functional teams on the customer side
  • Plan and Program development experience
  • Ability to work in a matrix environment with multiple priorities and customer needs.
  • High energy – willing to go the extra mile, tenacious with keen drive to succeed
  • Unquestioned integrity – ability to influence without authority
  • Strong analytical skills
  • Outstanding communications, presentation and interpersonal skills
  • Highly organized, with the ability to effectively manage multiple projects and initiatives simultaneously.
  • An exhibited dedication to safety and commitment to making safety a number one priority
  • History of success in both entrepreneurial and large, complex company environments
  • Willingness to travel up to 50% (combination road and air)


Education Level

  • Bachelor’s degree is required, preferably in Business, Chemistry, Food Science or related area of study

Nearest Major Market: Chicago