Channel Manager-Small Stores

Location: Lahore, Pakistan

Company: Nestlé

Job Type: Full Time, Permanent

Qualification: Bachelors/Masters Degree from an HEC recognized institute

Position Summary

To develop the Channel agenda within the business to support long term Channel Category growth and profitably increase market share. Channel Manager will be responsible for developing strategies for channel growth, managing shopper and customer insights, and optimizing budget and vendor management. He/she will be striving to enhance brand visibility and market execution while adhering to company principles and policies.

A day in the life of a Channel Manager - Small Stores:

Channel Development

• Define strategies and plans that deliver Channel growth based on consumer, shopper and customer requirements.
• Influence customer decisions through data-driven insights and market intelligence.
• Identify priority channels for the Category/Market and work with Category Managers to recommend tailored Category Channel plans in line with overall market strategy
• Continuously source, update and communicate latest developments, trends, initiatives and competitive actions within the channel, assessing implications/opportunities for Nestle categories and brands.
• Ensure continuous improvement using the NCE methodology

Shopper & Customer Management

• Develop a structured program of shopper excellence for his channel and be recognized as an expert in shopper and channel understanding and insights through formal research and shopper immersions for his channel.
• Contribute channel inputs to the ICP process by identifying the key opportunities and possible action plans for each priority channel.

Budget & Vendor Management

• Manage the trade spend and customer investment budget within agreed parameters.
• Support the construction of key commercial propositions at channel level working with customer teams to define and develop appropriate channel & key customer execution, Sales and TTS targets.
• Recommend clear promotional guidelines based on shopper understanding and current market knowledge. Ensure all promotional investment is properly reviewed and evaluated
• Track the effectiveness of display programs and optimize placements based on sales impact

Brand Visibility & Market Execution

• Develop and propose the in-store vision of success for the channel in each category. Support its implementation and continuously review the effectiveness of our in-store actions.
• Collaborate with trade marketing and merchandising teams to implement visibility campaigns & ensure flawless execution of in-store brand displays and planogram compliance.
• Recommend actionable in-store solutions based on a clear understanding on shopper behavior within the priority Channel(s).

Market Intelligence

• Stay up-to-date with market trends, customer developments, and competitor activity.
• Use insights to identify new business opportunities and propose commercial initiatives.

Adherence to all Company Principles and Policies

• Internal Audits , Sales Quality Audit , GWP as per KPI's. Market Hygiene , Handling of NCG.
• Compliance with WHO/Local code of Infant Formula (Training of company & distributor staff).
• NMLP, TTS, Nestle/local Trade terms, Competition commission Pakistan CCS, Safety, Security and local regulations.

What Will Make You Successful?

• 5+ years commercial experience, prior experience in Sales and Marketing.
• Demonstrable past record of success in a customer facing role.
• Strong commercial and analytical acumen with negotiation and influencing skills.
• Customer-centric mindset with strong interpersonal skills.
• Project and time management skills with attention to detail.
• Ability to motivate and develop people.
• Ability to work cross-functionally and lead virtual teams.
• Expertise in Customer Management or in Field/Route to Market.