Director of a distribution company (ice cream and semi-finished products) in Agentstvo Biznes Resheniy

Director of the distribution company

(FMCG: ice cream and frozen semi-finished products, Odesa and Odesa region)

About the company

The distribution company as part of the group operates in the market of ice cream and frozen semi-finished products. The area of responsibility is the city of Odesa and the Odesa region.
The goal of the position is to provide a profitable, managed and financially disciplined distribution model with full coverage of the territory.

Key role of the position

The director leads the distribution business and is responsible for the full financial result (P&L) of the direction:

• volume and structure sales;
• gross and operating margin;
• purchasing terms and bonuses from suppliers;
• cost control;
• total operating and net profitability.

This is the manager who balances turnover and profit and is responsible for the final financial result.

 Areas of responsibility

1. Management of purchases and suppliers

• Negotiations on purchase prices and commercial conditions
• Management of bonuses and marketing budgets
• Control of gross margin
• Management of the assortment matrix
• Control of product stocks and turnover

Result: observance of the target margin, no illiquid.

 2. Sales management

• Planning turnover by territory
• Setting plans for the head of the sales department and KAM
• Control of the sales structure (channels, brands, SKU)
• Management of receivables
• Control of the bonus policy

Result: implementation of the sales plan and profit.

 3. Management of costs and financial results

• Control of the FOP of the sales team
• Control of logistics costs
• Control of marketing budgets
• Monthly financial analysis

Result: implementation of the operating profit plan.

 4. Management of logistics contractors

• SLA control of warehouse low-temperature logistics
• Control of transport logistics
• Tariff negotiations
• Minimization of losses and defects

Result: costs within the limits of regulations, minimal losses.

 5. Organizational management

• Formation of management structure
• Regular management meetings
• Plan implementation control
• Development of department heads

Result: managed system with clear responsibility.

Subordination and team

Key KPIs

• Execution of the gross receipts planliquidity
• Implementation of the operating profit plan
• Increasing turnover while maintaining the margin
• Control of receivables
• Control of operating expenses (% of turnover)

Requirements for the candidate

Professional experience

• Experience as a branch director / commercial director / director of a distribution company for 3-5 years
• Proven experience in P&L management
• Experience in FMCG distribution (preferably food, frozen category)
• Experience in managing a structure of 30-50+ employees

Professional competencies

• Profitability management and budgeting
• Commercial negotiations with suppliers
• Territorial distribution management
• Understanding warehouse and transport logistics
• Financial analytics and work with indicators

 Management profile

• Systemic business vision (margin – costs – turnover – accounts receivable – logistics)
• Orientation on profit, not just on turnover
• Demanding in the execution of plans
• Analytical and financial discipline
• Willingness to make unpopular decisions

 Conditions

• Total income budget: 160,000 UAH / month
  • 80,000 UAH — fixed part
  • UAH 80,000 — variable part (monthly and quarterly KPIs)
• Trial period (1 month): UAH 100,000 fixed
• Annual motivation: % of the company’s net profit

 Valuable end product of the position

Profitable distribution company with full territory coverage managed by margin, controlled costs and forecasted financial result

If you are a manager who thinks in terms of profit, margin and systematic business management - we invite you to dialogue.