Sales Manager (China)

Position Title: Sales Manager (Guangzhou/Beijing/Wuhan/ShenYang)
Headcount: Multiple (Urgent)
Reporting To: Country Manager

Role Purpose:
Drive market expansion for Addiction Pet Foods in the assigned region by identifying, appointing, and developing high-quality distributors, while directly managing key retail and veterinary accounts to accelerate brand penetration and sales growth within assigned territories.

Key Responsibilities:

Distributor Mapping & Appointment:

• Identify and map potential distributors across assigned regions (e.g. Shanghai, Beijing, Guangzhou, Chengdu clusters).
• Evaluate distributor capabilities (coverage, portfolio, financial strength, channel access).
• Lead onboarding, negotiation, and appointment of distributors.

Distributor Development & Performance Management:

• Expand company portfolio within appointed distributors.
• Set sales targets, coverage KPIs, and growth plans with distributors.
• Monitor distributor performance (sell-in, sell-out, inventory health).
• Ensure strong execution discipline and market coverage.

Channel Expansion & Retail Coverage:

• Develop distributors to expand into:
  • Premium pet stores
  • Specialty retailers
  • Veterinary clinics/hospitals
• Ensure focus on high-value and right outlets, not just numeric distribution.

Training & Field Coaching:

• Conduct product and brand training for distributor sales teams.
• Accompany distributor reps in the field to:
  • Improve sales pitch effectiveness
  • Strengthen in-store execution
  • Drive conversion at store level

Key Account Management:

• Directly manage and develop key accounts, including:
  • Top pet retail chains
  • Premium independent stores
  • Veterinary clinics / hospital groups
• Build strong relationships and drive sell-out performance.

Market Intelligence & Execution:

• Provide insights on:
  • Competitor activities
  • Pricing, promotions, and consumer trends
• Ensure execution of brand positioning and pricing strategy.

Requirements:

• Bachelor’s degree in Business, Marketing, or related field.
• 3-6 years of experience in:
  • Pet food distributor & key account management.
• Proven experience in:
  • Distributor appointment & management.
  • Channel development and field execution.
• Strong understanding of:
  • China pet / veterinary channels (preferred).
• Willingness to travel extensively within assigned territory.

Success Profile:

• Strong sales-driven mindset with ownership of territory growth.
• Hands-on, able to work both strategically and in the field.
• Capable of influencing distributors and driving execution through others.
• Comfortable managing both B2B (distributors) and B2C touchpoints (retail/vet).

KPIs:

• Sales Target achievement.
• Distributor Appointment & Mapping.
• Key account performance.
• Training effectiveness & Field Execution Quality.

岗位目的（Role Purpose）
通过在指定区域内识别、引进并发展高质量经销商，同时直接管理重点零售及兽医渠道客户，推动 Addiction Pet Food Inc. 宠物食品业务/快消品市场的市场拓展，加速品牌渗透率与销售增长。

主要职责（Key Responsibilities）

1. 经销商布局与开发（Distributor Mapping & Appointment）

• 在指定区域（上海、北京、广州、成都、武汉）(北京、广州、 沈阳）识别并规划潜在经销商
• 评估经销商能力（覆盖范围、产品组合、资金实力、渠道资源）
• 负责经销商的引入、谈判及签约

2. 经销商发展与绩效管理（Distributor Development & Performance Management）

• 在已合作经销商体系中扩大公司产品组合
• 与经销商制定销售目标、覆盖KPI及增长计划
• 监控经销商表现（进货、出货、库存健康度）
• 确保执行力及市场覆盖到位

3. 渠道拓展与终端覆盖（Channel Expansion & Retail Coverage）

• 推动经销商拓展以下渠道：
  • 高端宠物门店
  • 专业零售渠道
  • 兽医诊所 / 宠物医院
• 聚焦高价值与优质门店，而非单纯数量扩张

4. 培训与一线辅导（Training & Field Coaching）

• 为经销商销售团队提供产品及品牌培训
• 陪同销售人员拜访市场，以：
  • 提升销售话术
  • 加强门店执行
  • 提升终端转化率

5. 重点客户管理（Key Account Management）

• 直接管理及发展重点客户，包括：
  • 大型宠物连锁零售商
  • 高端独立门店
  • 兽医诊所 / 医院集团
  • 建立长期合作关系并推动终端销售

6. 市场信息与执行（Market Intelligence & Execution）

• 提供市场洞察，包括：
  • 竞争对手动态
  • 价格、促销及消费趋势
  • 确保品牌定位及价格策略有效执行

岗位要求（Requirements）

• 本科及以上学历，商科、市场营销或相关专业
• 3–6年相关经验：
  • 宠物食品经销商及大客户管理经验
• 具备以下实操经验：
  • 经销商开发与管理
  • 渠道拓展与市场执行
• 熟悉中国宠物/兽医渠道者优先
• 能接受频繁出差

成功画像（Success Profile）

• 强烈的销售导向及业绩责任感
• 既能做策略规划，也能深入一线执行
• 具备影响经销商并推动执行的能力
• 能同时管理B2B（经销商）与B2C（终端/兽医）渠道

关键绩效指标（KPIs）

• 销售目标达成率
• 经销商开发与布局完成度
• 重点客户业绩表现
• 培训效果与一线执行质量