Discounter Channel Manager

• Defines and grows the base business through effective sales & customer marketing strategies at the trade level.
• Clearly executes: “where to play” and “how to win” trade, customer, and shopper programs that deliver the required outcomes with clear marketing, sales, and financial deliverables.
• The role leads customer marketing, field sales, and Supply Chain in delivering profitable growth for key customers in the Discount Channel (via UK distributor).
• Execute the plan for geographic, channel, and customer priorities and what it will take to deliver against the strategies – he or she is the key communicator of this at all forums.
• Communicates and consistently monitors progress of the execution of the strategy with internal and external stakeholders.
• Develops and executes joint business plans with distributor partners and identifies key customers within channels.
• In all called out areas below, the role will comply with or develop the right measurables at all levels to ensure delivery and visibility of progress in achieving business goals.

Distributor Management

• Oversees the delivery of the sales goals through the team at the distributor through well-defined Key Performance Indicators (KPIs). The KPIs reflect and show sales strategies being executed as planned across the market. KPIs include but are not limited to: gross invoice sales, in-country sales, promotional spend, distributor trade inventory. The role owns the delivery of the sales KPIs.
• Externally, the role is the main driver of the distributor relationship – the main driver of joint business performance.

Customer Marketing, Finance

• Delivers the agreed market strategies in-outlets. The role articulates and delivers to marketing partners ideas, positions, and insights that will deliver the right positioning, price, product, promotion, and place for the channel.
• Co-owns and co-leads the execution of a healthy P&L for each channel which includes but is not limited to: total business, brands, channel, and customer P&Ls as well as sales to expense and controllable SG&A lines.

People Management

• The role is a key participant in the development of the in-market talent and strategies.
• Internally, this role is responsible for the creation of and execution of sales incentives and where appropriate, incentives for the distributor for their respective channels.

Competencies

Strategic Agility

• Thinks strategically by clearly anticipating future trends, challenges, and consequences, creating breakthrough strategies and plans to achieve a competitive advantage, and proactively adjusting strategies and plans in order to sustain a competitive advantage.

Business Acumen

• Understands how businesses work including how strategies and tactics work in the marketplace. Maintains working knowledge of competitors as well as current and possible future policies, practices, trends, and information affecting his/her business and organization.

Drive for Results

• Pushes self and others to exceed goals and achieve breakthrough results. Recognizes the key actions necessary to achieve results; establishes and communicates the priorities to others; and, maintains own and others focus on achieving the important goals. Demonstrates persistence in overcoming roadblocks to achieving results and encourages others to do the same.

Problem Solving and Decision Making

• Uses a systematic process to solve difficult problems including gathering and examining information from a variety of sources; identifying the root cause of problems; drawing appropriate conclusions; generating viable solutions; and, weighing the pros and cons to arrive at a final decision. Makes decisions in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.

Team Leadership

• Motivates team or project members to perform at their highest potential by understanding their individual needs, soliciting their input, empowering them to achieve breakthrough results, holding individuals accountable for their own actions, and recognizing individual contributions and achievements. Takes an active role in developing others, including holding development discussions, constructing development plans and monitoring progress toward goals, providing stretch tasks and assignments, providing timely, honest, and “actionable” feedback, and taking corrective action as necessary.

Process Management

• Identifies the processes required to accomplish work tasks; simplifies and integrates processes and work tasks to enable efficient workflow; utilizes best practices to organize people and activities; measures results against key metrics; uses resources efficiently.

Building Talent Capability

• Builds talent capability throughout the organization through recruitment, performance management, workforce planning, succession planning, career development, and diversity initiatives. Partners with the business and HR to forecast future talent needs and develop clear objectives and processes for Succession Planning. Supports the business and HR in identifying key talent/hi-potentials, providing a set of integrated tools and assessment processes to support the placement, development, and calibration of key talent. Develops policies and programs for effective management of the people resources of the corporation.

Minimum knowledge, skills, and abilities required to successfully perform major duties/responsibilities:

• Deep knowledge and exposure to sales and account management
• Excellent verbal and written communication skills; strong interpersonal and presentation skills
• Experience operating in cross-functional teams
• Distributor management (helpful but not essential)

Education & Experience

• Bachelor’s degree. Minimum of 5 years experience in sales, Key Account Management & FMCG specifically – ideally working with Discounters in the UK market previously.

• Demonstrated ability in key functional tasks and a clear progression or expansion of areas of responsibility or increase in business size and complexity.

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