Senior Manager Global Sales Capabilities & Distributor Development

McCormick & Company • Hunt Valley, MD

1d • Hybrid

About The Position

The Senior Manager Global Sales Capabilities & Distributor Development will lead the development of capability, processes and systems for McCormick’s international distributor-led business. This role assesses distributor performance and potential, strengthens contract governance, and builds scalable training programs so distributors can win locally and drive sustainable growth—especially in underperforming markets.

Requirements

• 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).

Nice To Haves

• Experience turning around underperforming markets/distributors.
• Learning design / LMS experience; “train-the-trainer” program experience.
• Additional languages relevant to the region.

Responsibilities

• Distributor assessment & performance improvement. 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). Measure training adoption and impact.
• Distributor assessment toolkit + baseline assessments for priority markets.
• Distributor segmentation and intervention roadmap.
• Contract inventory, renewal tracker, and standardized templates/playbooks.
• Regional distributor training framework + annual calendar + certification approach.

Benefits

• Competitive compensation
• Career growth opportunities
• Flexibility and Support for Diverse Life Stages and Choices
• Wellbeing programs including Physical, Mental and Financial wellness
• Tuition assistance
• Comprehensive health plans covering medical, vision, dental, life and disability benefits
• Family-friendly benefits such as paid parental leave, fertility benefits, Employee Assistance Program, and caregiver support
• Retirement and investment programs including 401(k) and profit-sharing plans

What This Job Offers

• Job Type: Full-time
• Career Level: Senior