Channel Manager
Makati, Philippines
2d ago

Are you looking for an opportunity in driving the local strategic management of the assigned national key account channel for the overall achievement of the sales objectives and other commercial objectives for the group ?

As the Channel Manager, you will lead and manage a group of key account managers. This role will provide you the opportunity to lead key strategies to progress your career.

If so, this is the role for you.

Key Responsibilities :


Drives excellent execution while ensuring smooth operations of Key Account Sales team and the attainment of sales targets for the channel

Translates the GSK's overall businessstrategies into channel and customer specific plans in order to achieve competitiveness in the market and to deliver the financial objectives

Handles performance management of Key Account Managers to achieve professional development and growth

Provides mentorship to junior members of the organization in support of attaining performance objectives, competency building, and continuous improvement

Responsible for the performance management and administrative overhead involved in the management of direct reports.


Ensures achievement of sales fundamentals (i.e. distribution, merchandising, assortment, share of shelf, alignment to category guideline) in the assigned sales channel

Oversees implementation status of strategic initiatives executed by the Key Account Sales Team for their respective trade channels

Coordinates with the Sales Manager in order to cascade and manage strategic plans outlining the approach in managing the assigned National Key Accounts

Works with the team in order to identify and act on business opportunities with the National Key Accounts that mutually increasebusiness scale and profitability for both GSK and Key Customers

Takes overall ownership of channel implementation of Key Customer Business Development Plans

Handles negotiation with clients keeping in mind the company's trade strategy

Oversees the allocation of resources (i.e. trade investment, manpower, promotional planning) efficiently ensuring profitability and attainment of target margins.

Drives simplification / standardization of value chain process and recommends approaches to optimize commercial operations

Participates and provides insights in the monthly Core Commercial Planning cycle

Makes thorough use of Sales Analytics or information to directly influence group account ordering, supply chain process and Weeks Cover management


Collaborates with Trade Marketing, Marketing, and Operations (e.g. Customer Supply Chain, Finance) teams to come up with a strategic business plan for the channel

Champions internal and cross-functional collaboration with managers to adjust with Key Accounts’ requirements, needs, and concerns, ensuring synergy of sales operations and distribution thus, achieving win-win partnerships

Cascades customer insights to cross-functional teams to increase effectiveness of product and increase sales

Works with Sales Operation Manager (SOM) and internal stakeholders to ensure that Key Account strategic plans are financially sound and would promote category growth

Keepshigh level of engagement within the team and acts as main driver to implement cultural initiatives down to the team

Establishes and maintains strong and long-term customer relationship by ensuring excellent delivery of service commitments

Qualifications :

  • Minimum of 3 years of regional key account or channel management experience preferably from a FMCG company.
  • Must have handled a group of key account managers.
  • Tertiary Education diploma preferably business related courses
  • Must have a driver's license as this requires mobility
  • Now, do you think this is the right career for you and confident you have all the qualities? Join us then as a Channel Manager! Share to us your profile then let’s talk more.

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