Lead the development of capability, processes and systems for McCormick’s international distributor-led business.
Assess distributor performance and potential.
Strengthen contract governance.
Build scalable training programs so distributors can win locally and drive sustainable growth—especially in underperforming markets.
Deploy standardized assessment tools (documents, scorecards) for current and prospective distributors.
Diagnose underperforming markets and lead structured improvement plans with clear cadence (monthly).
Segment distributors and recommend “grow / fix / replace” actions.
Design and implement distributor contract lifecycle process (renewals, approvals, governance).
Identify negotiation opportunities and partner with Legal/Compliance to create templates, clause library, and guardrails.
Build renewal calendars and improve contract quality, speed, and risk control.
Distributor training (product knowledge, selling skills, trade marketing, channel execution, key account management basics) framework & calendar.
Build scalable tools (playbooks, onboarding, train-the-trainer, certification).

Undergraduate (BA/BS) degree
8–12+ years in Commercial Excellence, Sales Capability, Distributor/Channel Management, Sales Training, or Trade Marketing (CPG Distributor experience preferred)
Expert understanding of the CPG or FMCG industry sector.
Strong cross-functional leadership; experience partnering with Legal/Compliance on governance and contracts.
Analytical, process-driven, and comfortable working across multiple countries/cultures.
Excellent facilitation and stakeholder management skills (can lead through influence).

Senior Manager, Global Sales Capabilities – Distributor Development

Key skills