Distributor Channel Manager

The Distributor Channel Manager (DCM) is a senior commercial field role that expands upon the responsibilities of a Key Account Manager. Based in South Australia, the role is accountable for managing key distributor partners (PFD, Bidfood, Countrywide, NAFDA, Superior, and independents), executing joint business plans, and supporting multi-site end users such as pub groups, healthcare, and contract caterers. The DCM also serves as a senior figure in the state team — providing guidance and support to other account managers (without direct reports), stepping in for the Regional Sales Manager when required, and acting as a critical point of influence across the business. This is a field-based role (95%); regional and interstate travel required approximately once per quarter.

Responsibilities

• Manage strategic distributor accounts; execute joint business plans.
• Lead day-to-day distributor activity and promotional compliance.
• Support and guide other account managers in SA (without direct line management).
• Act as senior sales contact in the absence of the Regional Sales Manager.
• Drive execution of marketing and NPD initiatives through distributors and end users.
• Build strong commercial relationships with distributor head offices and field teams.
• Negotiate effectively with stakeholders to achieve growth targets.
• Provide insights and competitive intelligence to the broader business.
• Ensure all work is aligned to DON's safety, compliance and performance standards.

Why Join Us

Our Purpose is to craft food that brings out 'the good'. When you work at DON, you will be part of a community crafting iconic products that people love, in a safe and supportive environment where you can be your authentic self, advance in your career, be recognised and rewarded for your contributions, and make a positive difference in the community. We offer competitive programs and benefits, including (among others):

• Flexible work arrangements
• Community partnerships and initiatives, including 2 volunteer days per year
• Options to purchase additional leave
• Discounted products
• Training and development programs
• Global career opportunities
• Various recognition programs and rewards, including an end-of-year celebration
• Health and wellness initiatives
• Study Assistance

About You

You are an experienced sales professional with:

• Proven sales and distributor channel management experience (FMCG or Foodservice).
• Strong negotiation skills and the ability to influence stakeholders.
• Business acumen and commercial literacy, including margin and pricing frameworks.
• Experience managing trade promotional plans and compliance.
• Confidence to guide and support peers, acting as a senior state leader.
• Ability to thrive in a fast-paced, autonomous field role.
• Flexibility to travel regionally and interstate (approx. once per quarter).
• Tertiary qualifications in Business, Marketing or related field (desirable).

Applications

To apply for this opportunity, please submit your resume and cover letter by clicking on the 'Apply' button. We are an equal opportunity employer and embrace inclusion and diversity. We are committed to equal employment opportunity and a safe, healthy work environment. We can adjust our recruitment process to support accessibility needs. Please email any needs to donpeopleandperformance@gwf.com.au. Applicants may be required to undertake pre-employment screening tests including a medical, drug and alcohol tests, and a security/background check, which may include a criminal record check. Proof of eligibility to work is required for all successful applicants. Only shortlisted candidates will be contacted.

Seniority level: Executive

Employment type: Full-time

Job function: Manufacturing

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Adelaide, South Australia, Australia

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