Channel Development Leader

3 weeks ago

dubai, United Arab Emirates Mars, Incorporated and its Affiliates Full time
Job Description:Job Purpose/OverviewThis role is responsible for achieving profitable and sustainable quality growth for Traditional Trade channels which contribute 45% of Total GT Channels Net Sales Value ($ 28M). The role will be responsible for creating, developing, and implementing business plans, and customizing it across the different channels (Impulse / Wholesale) through Distributor. This role is accountable for maximizing P&L by optimizing budget management across both channels and delivering efficient trade revenue in line with the Strategic Channel Management framework and Value Creation Plans (Trade spend & MAC). With Customer and Category at the heart of what we do, this role will be responsible in driving category performance and building strong influential relationships with key customers & distributor and collaborating internally and externally with key stakeholders to develop and execute channel strategies and deliver the business KPI’s.Key Responsibilities Lead the strategy, development and execution of the channels short- and long-term strategies, while managing budget optimization to maximize profitability and deliver quality growth and customer/category objectives.Manage MAC & trade investments (P&L) of the different channels in line with the SCM (Strategic Channel Management) and in collaboration with SRM and Finance, to deliver Value Creation Plans.Motivate, engage and Work closely with the distributor to ensure consistent operational excellence, to drive Perfect Store targets and deliver business KPI’s.Lead Route to Market initiatives and transformational projects to drive optimum cost to serve whether internally or with our distributor.Drive coverage expansion projects to improve Weighted Distribution and deliver targets of top 20 SKU’s through our distributor.Lead the Channel and Sub-Channel strategy by redefining the Universe segmentation, Identifying the Retail Value proposition, and defining picture of success and NBL per outlet type.Reduce the amount of Returned Merchandise (Non-Quality Cost) through effective control over Stocks in trade, Weekly sales orders and pro-active follow up on freshness in Warehouse and in trade.Collaborate with Customer Marketing to develop compelling shopper marketing plans which support the achievement of our strategy and business objectives.Work closely with Demand planning teams to develop and improve consistent forecast accuracy by driving long term plans and following the S&OP process by participating in the different forums and submitting input.Develops an understanding of the channel and customer environment e.g. external trends, competitors and customers current and future needs which is leveraged to build shopper centric customer plans which drive mutual growth.Lead the development and execution of channel specific solutions e.g. assortment, merchandising, pricing and promotion in order to achieve channel, category and business objectives.Drive the customer/channel agenda and develops strong and influential relationships with key customers/distributor focused on delivering shopper, channel and category centric solutions which accelerate customer engagement.Leverage insights to influence customers and channels to implement solutions and identify new opportunities that will deliver quality growth, drive category and gain Market Shares. Evaluate and assess post activities performance to drive continuous improvement and efficiency.Manage new product launches with timely and effective execution to maximize customer impact in the marketplace.Unleash the potential of Ice Cream, Petfood, Gum and Fruity Confections categories by exploiting further opportunities and driving team and customers focus.Oversee all significant channel daily activities to ensure consistent operational execution and follow through on plans.Responsible for people management to include:Engage and work closely with the customer team and field teams (Distributor) to deploy strategy of:Impulse and Wholesale channelsMotivate and energize a high performing customer team, by driving an excellent multifunctional collaboration to deliver the business KPI’sContext and ScopeThis role is a mix of operations, Business development as well as customer facing and will drive the customer agenda and provide strategic and operational day-to-day leadership of the assigned channel/customer. It will deliver results by influencing cross functionally and building effective customer relationships.Job Specifications/QualificationsEducation & Professional QualificationsBachelor's degreeSales Background with 5 to 10 years of experience.Knowledge / ExperienceStrong Sales experience that includes selling, negotiating and leveraging insights to deliver tailored customer plans, achieving company and customer objectives and advancing category leadership.Previous relevant channel experience and proven ability to deliver successful solutions that cover product, placement, promotion and/ or pricing; with an excellent track record of meeting/ exceeding sales objectives.Good interpersonal skills and proven ability to develop long term, effective and influential business relationships with key decision makers which drive mutual growth.Ability to assess needs, propose mutually beneficial solutions, overcome objections, demonstrate resilience and manage conflict with a positive & confident mind-set and close sale to maximize mutual value.Experience in TE management and ROI through managing budgets and trade revenue optimizationExperience in partnering with Category and deploying the fundamentals of Category Leadership, in order to drive category growth and achieve category captaincy.Experience in areas such as (but not exclusive to): field sales, customer / distributor management and customer marketing.Key Mars Leadership CompetenciesPlans & AlignsCustomer focusFinancial AcumenAction oriented/drive for resultsOrganizational SavvyDrives vision and purposeSituational AdaptabilityKey Functional Competencies & Technical SkillsCategory and Market knowledge - AdvancedSelling & Negotiation – AdvancedBuild Collaborative Relationships - AdvancedApply financial Judgment - AdvancedCustomer/Channel Planning - AdvancedExecute and Evaluate results - AdvancedConvert Insights Into actions - AdvancedAnalytical Thinking – AdvancedDemand Planning – AdvancedOmni Channel acumen - EssentialDrive Profitable Growth - EssentialMars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.
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