Channel Manager - Modern Trade
Location: Kuwait
Position Summary
Joining Nestlé means you are joining the largest food and Beverage Company in the world. At our very core, we are a human environment – passionate people driven by the purpose of enhancing the quality of life and contributing to a healthier future.
In this role, you will be responsible for instilling a high-performance culture (people development), optimizing sales structure, maintaining and enhancing channel growth and profitability.
A DAY IN THE LIFE …
- Accountable for the achievement of the area/channel sales volumes, Organic Growth (OG), and Real Internal Growth (RIG) targets by category.
- Ensure that core distribution, coverage and visibility objectives are met in his/her respective area/channel.
- Ensure category planograms, merchandising guidelines, rotation and new line introduction guideline implementations based on business units’ directions and the local situation.
- Responsible to provide recommendation on the engineering of the sales structure to optimize operations.
- Route to market strategy optimization and seeking new business opportunities.
- Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with Business Objectives.
- Set strategic plans with General Business Management/Business Development/Commercial Development for Distributors, by category, in terms of sales achievement, visibility, trade investment and cascading strategic business plans in the field. Responsible as well to continuously optimize RTM strategies.
- Ensure TTS investment is optimized and maintained within or below plan and to ensure usage of CCS and promo evaluation tools to optimize investment.
- Responsible for monitoring Channel performance against plan, and in co-ordination with the Commercial Development, initiate / recommend corrective measures as required to achieve or surpass Channel Commercial Plan.
- Coordinate with Commercial Development to ensure local promotions are consistent with Area/Unit/Category objectives and successfully implemented in the trade.
- Monitor customer performance and jointly develop action plans to address any business opportunities. Develop and manage long-term effective business relationship with customers.
- Plan, manage and optimize the trade investment for area/channel.
- Responsible for maintaining an up-to-date Fact Book for the channel.
- Actively participate in the Monthly Business Planning Cycle (MBPC) Process.
- Analyze area/unit/channel performance and recommend action to accelerate growth.
- Lead, manage, develop, and inspire the Field Sales Team and identify training needs.
- Accountable and responsible for the development of sales team via regular on-the-job training and field appraisals.
- Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes. Ensure compliance as well with Nestlé’s strictest requirements that Nestlé marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity
What will make you successful…
- 5+ years’ experience in sales (At least 3 years in General Trade and Field Sales Management)
- Route to market expertise