Channel Manager - Modern Trade

Purpose of the job

To win, maintain and expand relationships with channel partners to drive customer purchases, off take and profitability of the relevant product categories in the channel.

Key Accountabilities

• In co-operation with Director Trade Marketing, lead the development of SADAFCO’s commercial strategy for the selected channel. Define the criteria for customer classification based on shopper and purchasing behavior, implement shopper based sub channel segmentation based on the criteria, and determine for those customers the best Route to Market and service options in conjunction with Sales.
• Develop the Trade channel strategy for selected channel. Incorporate customer research, channel key measures and opportunity analysis to produce detailed plans including category volume targets, channel volume targets, channel and product profitability.
• In conjunction with the Key Account Manager, develop customer specific joint annual business plans and gain customer buy in and commitment.
• Translate sales plans and activities for the channel and customers into sales forecasts to assist in the alignment of Demand forecast, Supply Forecast and production planning.
• Manage the execution of the agreed Trade channel plans and policies in regard to price, promotions and place within framework of the commercial strategy and channel budgets.
• Benchmark competitor pricing and activities to ensure maximum returns for SADAFCO trade investment.
• Establish productive, professional cross functional relationships in the key national accounts, specifically marketing, merchandising and supply chain.
• Ensure sufficient manpower is allocated to the channel for optimal ROI, and that training needs of staff are fulfilled to leverage the organization into the 21^st
• Meet expectations for the assigned channel profitability.

Job Requirements

• Educational level: minimum Bachelor’s degree, preferably Master’s degree
• Specific diploma/education: e.g. Business Administration, Commerce, Marketing, Finance
• Minimal 10 years relevant experience in channel management for FMCG/ retail
• Experience in Modern Trade (Key Accounts) channel
• Experience of managing major national accounts at head office level
• Good knowledge of markets and its developments
• Highly self-motivated professional
• Knowledgeable and experienced with Microsoft Office programs, in particular Excel and PowerPoint
• Languages: English fluent (spoken, reading and writing), Arabic is preferred

• Strong account management and relationship building skills
• Strong presentation & negotiation skills
• Good influencing and inter personal skills
• Commercially astute
• Creative
• Strong analytical & numeracy skills
• Accurate
• Good in planning and forecasting
• Well developed and effective communication skills: writing, reporting and verbal
• Can manage multiple priorities at one time; good project management skills
• Ability to work under pressure and handle deadlines
• Commitment to strong work ethics, integrity and honesty