Report to: National Sales Manager Retail
Key Outputs: List the main results which the job must deliver in order to achieve its purpose.
• Collate and analyze all relevant data for input in Channel Planning process (shopper info, market trends, channel development trends, performance of major customer, SWOT analysis from competition and channel point of view)
- Measurements / Performance Indicators : Development of Channel strategy based on shopper insight & Leading the ICP process for the company
• Identify, quantify and evaluate opportunities from country perspective for Channel planning. (Based on situation analysis).
• Develop and implement the channel strategy in terms of delivering channel vision, objectives and supporting strategies in line with Business Planning
- Measurements / Performance Indicators : Market Shares and Distribution
• Facilitate the communication between sales and marketing during the business planning process /ensure all agreement between marketing and sales are reached
• Publish/Share Channel and TTS Plans to management and sales after alignment.
• Monitor and review performance of channels against targets
• Define the budget and manage the storage and movements of POP materials
- Measurements / Performance Indicators : TTS spending within agreed budget
• Manage and develop staff including ; Ensure Appraisal / Training and Career development; Manage staff workload in line with priorities; Set objectives in line with company targets and priorities
• Determine medium/long term objectives for channels by category by setting volume, OG, RIG profit and Market share targets.
- Measurements / Performance Indicators: Fulfillment of Target volume, value & RIG achievement for Category & Channel
• Ensure alignment of plans across channels and categories align consumer, customer and trade promotion activities
• Communicate effectively across departments and divisions to maximize opportunities. Make final decision in case of conflict between channel and category view
• Provide clear direction in terms of trade and channel insight during New Product Introduction projects, including the development and communication of trade launch
• Support, advise and assist Sales & Distribution Managers in terms of sales operation imprvemement/sales policy and strategic/tactic approaches to achieve sales objectives
• Key Relationships Internal to company : Marketing; Sales – all functions (Sales Team, SP deparment ect.); Supply Chain; Procurement; F&C
• Key Relationships External to company : Distributors & Customers; 3rd party/Agency / research agency
Key Experiences:
• 3 years commercial experience : Sales & marketing Management experience required
• Sales/Category management experience and Finance experience a plus
• Analytical and strategic thinking
• Planning & Organizing/ Project management
• Communication and presentation skills
• Selling Negotiation skills / Decision marking skills
• Influencing/ Leadership and interpersonal skills / Team work
• Good command in English
Functional knowledge:
• University degree in Marketing, Business Administration or relevant fields
• Trade & Customer understanding; Knowledge of Marketing / marketing research
• Financial & Budget control
• Category & Channel management and Development
• Understand competitive inviroment
Other Personal Qualities:
• Punctual, accurate & flexible
• Proactive and challenging
• Creative and innovative
• Team-working & Enjoying challenges
• Result-oriented and self-motivated
