Chief Distribution Officer

Chief Distribution Officer (CDO)
I. Position Overview
The Chief Distribution Officer (CDO) is responsible for formulating and leading the company's overall distribution strategy, overseeing sales channels, distributors, agents, partners, retail networks, e-commerce, and other product and service delivery channels.
This role drives product market coverage, sales growth, customer reach, and the achievement of commercialization goals by optimizing channel structures, expanding distribution networks, enhancing channel efficiency, and establishing strategic partnerships.
II. Key Responsibilities
1. Distribution Strategic Planning
Formulate the company's overall distribution strategy and long-term channel development plan.
Design distribution models based on product characteristics, customer segments, and market conditions.
Determine the mix of channels, including direct sales, distribution, agency, retail, e-commerce, and partnerships.
Ensure alignment between the distribution strategy and the company's overall business strategy.
2. Channel Network Development
Establish and expand domestic and international distribution networks.
Identify potential distributors, agents, and strategic channel partners.
Optimize regional channel coverage and market penetration.
Establish mechanisms for channel onboarding, evaluation, and exit.
3. Distributor and Partner Management
Establish management systems for distributors and channel partners.
Manage relationships with key distribution partners.
Formulate channel cooperation policies, incentive mechanisms, and performance standards.
Periodically evaluate partners' sales capabilities, market coverage, and service quality.
4. Channel Sales Management
Set channel sales targets and annual sales plans.
Manage channel pipelines, sales forecasts, and order status.
Analyze revenue, profit, and sales efficiency across channels.
Drive the achievement of channel sales targets.
5. Market Coverage and Expansion
Identify new regional markets and channel opportunities.
Develop plans for market entry and channel expansion.
Enhance product coverage and availability in target markets.
Adjust channel layout based on regional demand.
6. Channel Policies and Business Models
Formulate policies regarding channel pricing, discounts, rebates, and incentives.
Design business cooperation models for different types of partners.
Manage channel profit structures and benefit distribution.
Prevent channel conflict and maintain orderly market operations.
7. Distribution Operations and Supply Coordination
Coordinate product supply with supply chain, logistics, operations, and sales teams.
Ensure stable channel inventory and product supply.
Optimize processes for orders, delivery, inventory, and returns.
Improve the operational efficiency of the distribution network. 8. Channel Digitalization
Drive the development of CRM, Partner Relationship Management (PRM) platforms, and sales data systems.
Establish mechanisms for channel data analysis and real-time performance monitoring.
Drive the digitalization of order, inventory, and channel management processes.
Leverage data to optimize the allocation of channel resources.
9. Channel Marketing Support
Collaborate with marketing teams to formulate channel marketing plans.
Drive joint marketing initiatives, channel promotions, and market activities.
Provide product training, marketing collateral, and sales support to distributors.
Enhance partners' product promotion capabilities.
10. Channel Risk and Compliance
Identify risks related to channel operations, credit, pricing, and partners.
Establish a channel compliance management system.
Monitor partner compliance with company policies and relevant laws and regulations.
Resolve major channel conflicts and commercial disputes.
11. Team Leadership
Lead teams responsible for distribution, channel management, and partner relations.
Define the organizational structure and performance management system for the channel team.
Recruit, train, and develop channel management talent.
Foster a channel culture driven by market coverage and business growth.
12. Senior Management and Strategic Reporting
Report distribution business performance to the CEO, President, or Chief Commercial Officer.
Provide analysis on channel revenue, market coverage, partner status, and operational efficiency.
Participate in decision-making regarding corporate business strategy, market expansion, and product commercialization.
Advise on the formulation of long-term channel strategies.
III. Qualifications
Bachelor’s degree or higher in Business Management, Marketing, Supply Chain, Economics, Finance, or a related field.
Extensive experience in sales, channel management, distribution, or business operations.
Proven experience in establishing and managing large-scale distribution networks.
Familiarity with distributor, agent, retail, e-commerce, or B2B channel models.
Strong capabilities in business negotiation and partner management.
Familiarity with channel pricing, rebates, incentives, and performance management.
Strong data analysis and business decision-making skills.
Experience in managing large teams across multiple regions.
MBA or advanced education in business management is a plus.

Work arrangement
No