Distributor Management

Program Overview

In today’s highly competitive and fast-moving markets, a strong distributor network can make or break your success. The Distributor Management program equips business leaders with the frameworks, tools, and insights needed to design and manage effective distributor strategies that maximize reach, improve product availability, and drive market share. 

Through expert-led sessions and real-world case discussions, participants will learn how to build high-performing distributor networks, align sales processes across general trade and channel partners, and embed sales discipline throughout the organization. The program also explores how to co-create business plans with distributors, manage performance, and ensure alignment across multi-functional teams. 

Whether you’re launching new products or scaling existing ones, this program will help you build a resilient and results-driven distribution model that fuels long-term business growth. 

Details

Program Objectives:

• Create and manage distributor models, channel marketing plans, and brand portfolios that drive reach and revenue. 
• Align distributor performance with company goals through joint business planning, sales capacity reviews, and operational discipline. 
• Coordinate with internal teams and external stakeholders to deliver seamless, end-to-end distribution strategies. 

Key Benefits:

• Learn how to build strategic distribution plans and drive excellence in primary sales forecasting, brand activation, and budget management. 
• Gain deeper insights into channel-specific strategies, category business planning, and tailored execution for general trade accounts. 
• Understand how to manage SKUs effectively and align your product portfolio with customer needs and market dynamics. 
• Integrate the Sales & Operations Planning (S&OP) cycle into your workflow to boost agility, accuracy, and business impact. 

Who Should Attend:

This program is ideal for sales leaders, trade and brand managers, distributor and category managers, and other commercial professionals responsible for driving market growth, distributor performance, and sales execution. It is also highly recommended for business owners, startup entrepreneurs, and mid- to senior-level professionals who wish to build a solid foundation in sales and marketing strategy, strengthen channel and trade execution, and lead business expansion in competitive and fast-moving markets.