Channel Manager

Position Title:Channel ManagerMain Purpose of Job:Instill a high performance culture (people development), optimize sales structure, maintain and enhance channel growth and profitability. Key Outputs: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.Responsible to provide recommendation on the engineering of the sales structure to optimize operations.Ensure category planograms, merchandising guidelines, rotation and new line introduction guideline implementations based on business units directions and the local situation.Route to market strategy optimization and seeking new business opportunities.Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with Business ObjectivesSet strategic plans with Channel Manager/GBM/BDM/CCSD and Regional Customer Business Manager for regional key account customers by category.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 CCSDMs, initiate / recommend corrective measures as required to achieve or surpass Channel Commercial Plan.Coordinate with CCSDs 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 channelActively participate in the Monthly Business Planning Cycle (MBPC) Process.Analyse area/unit/channel performance and recommend action to accelerate growthLead, manage, develop, and inspire the Field Sales Team and identify training needs.Ensure collection and financial reconciliation is made in line with Nestlé set payment terms for his area/unit/channelAccountable and responsible for the development of sales team via regular on-the-job training and field appraisalsEnsure 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 as well compliance 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 capacityKey Experiences:What experiences are key to success in this job?Modern Trade:5+ years experience in sales (At least 3 years in Modern Trade and Key Account Management) Delivery Category Growth and/or Category Management Joint Business Planning General Trade: 5+ years experience in sales (At least 3 years in General Trade and Field Sales Management) Route to market expertiseKnowledge: Nestlé Corporate / Functional / Market / Business / Organizational What specific organizational information should the incumbent have to be effective in their role?Core knowledge of the 10 Principles and expert knowledge in our areas of responsibility Nestlé Management and Leadership principles. Knowledge of key business processes (ICP, MBPC) Good understanding of shopper, market intelligence sources, category/channel/shopper trends Good knowledge of key commercial functions and prioritiesWe are Nestlé, the largest food and beverage company. We are 308,000 employees strong driven by the purpose of enhancing the quality of life and contributing to a healthier future. Our values are rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for our future. With more than CHF 91.4 billion sales in 2018, we have an expansive presence with 413 factories in more than 85 countries. We believe our people are our most important asset, so we’ll offer you a dynamic inclusive international working environment with many opportunities across different businesses, functions and geographies, working with diverse teams and cultures. Want to learn more? Visit us at www.nestle.com