Channel Development Manager
Thorntons
Makati City, PH
4d ago

Sales Strategy

  • Lead and develop Channel planning to work with Distributor teams in implementing the strategic goals set for the business growth
  • Defines distribution targets per SKU for assigned Channel
  • Defines displays standards and appropriate POS material by format, both for occasions and permanent for assigned Channel
  • Develop customer or channel specific gap plans to generate faster off take and greater success of achieving sales objectives
  • Sales Forecast, Budget and Objectives

  • Proposes to the Country Sales Manager a Sales Budget (volumes, trade spending, etc.) for the Channel
  • Monitor Sales Targets achievement continuously and proposes revision where necessary (volumes, profits)
  • Customer Plans

  • Analyzes current Customer Performance and defines future Business Opportunities
  • Assists Distributor Channel team in defining Customer-specific Goals and Strategy
  • Develops SWOT Analyses on a National Level.
  • Continuously Monitors Channel & Customers Performance
  • Negotiation Activities

  • Develops with the support of the Trade Marketing, specific Sales Arguments to aid Distributor Channel team in achieving the Strategic Goals of the assigned customers
  • Monitor implementation of planogram and position at central level
  • Trade Spending

  • Keeps Trade Spending within the Guidelines established by the Ferrero Commercial Policy
  • 1st Level Approver for Distributor Claims on Trade Spends for assigned Channel
  • Ties Trade Spending to specific Business-driving Activities (Promotions, 2nd Placements, etc.)
  • Analyses trade spending and ensures the best return on investment
  • Deployment & Control

  • Monitor execution of distribution, display, and activation targets for assigned Channel, follows up and coordinates with Distributor Channel teams to ensure local execution is aligned with defined plans and policies
  • Evaluates proposals and input from Distributor Channel teams to ensure alignment with policies at national level
  • Monitors Sales, Stocks & Building Blocks KPIs for the customers assigned
  • Reviews and resolves any SOA issues with Distributor relevant to assigned Channel
  • Who we are looking for :

  • Minimum 4-7 years of relevant work experience is a must
  • Strong analytical, people management, account management, negotiation and leadership skills
  • Market Knowledge : Traditional & Modern Trade, Impulse Channel; Trade Marketing; Ferrero Portfolio; Ferrero Commercial Policies;
  • Channel & Customer Plan; Commercial Logistics; Sales, Field & Merchandising Processes

  • Proactive, dynamic, responsible, able to work under pressure and meet deadlines, result-oriented
  • Fluent English
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