Channel Sales Manager-Modern Trade

Responsibilities:

• The incumbent will strategize and execute sales activities for target channels. 
• He/she is responsible for collaborating with cross-functional partners and distributor to manage all aspects of the Modern Trade business including, business planning, strategy and development
• Achieve assigned business objectives and targets of assigned customers in terms of sales value, inventory and trade spends by category.  
• Co-ordinate internally with Category Manager and Marketing Manager to develop customer POP driver (distribution improvement, promotion activities, sell-in distribution, merchandising, sales call effectiveness and collection) and customer management plan.
• Manage the development of Retailer Joint Business plans to be in line with the company business objectives and category channel strategy as agreed in the FY Distributor JBP Targets.       
• Build strong network and relationship with Shared Distributor Account team to leverage 'Power of One' direction, exchange best practices for key customers, and ensure business support from the distributor on a timely basis.
• Work with Shared Distributor Channel & Account Manager for trading terms negotiation with customers based on deep dive analysis to ensure channel/customer profits.
• Gaining insight from customer data (i.e., DH, CSmart, Tops) and apply fact-based information for local campaigns
• Develop good relationships with retailers to maintain the sound business relationship via regular meeting with customers (i.e., business plan, monthly/quarterly business review, etc) on a pre-defined regular basis. Co-ordinate meetings between Shared Distributor Account Manager and the customers' top management.  
• Co-ordinate with the cross-function in Distributor (i.e., Trade Team, Shared Account Team, SCM and Merchandiser) to ensure field execution excellence as per POP Drivers
•  Optimize Trade spending based on effective return on investment to manage the assigned accounts profitably and align with agreed KPIs. 
• Track and monitor Trade Spend report on monthly basis
• Manage internal planning and control i.e., demand planning, promotion brief and evaluation, and accounting settlement
• Close contacts with distributor KAMs, trade marketing and country manager on regular basis

Requirements:

• Preferably should have handled the leadership role in Modern Trade for FMCG companies in Thailand with an overall experience of 10+ years.
• Have a vast track record of successfully growing MT retail sales performance as well as delivering on budget and long-term strategy.
• Workable knowledge of route-to-market development with specific focus on key account management model
• Strong Distributor Management experiences are required
• Additional functional experience, preferably in Marketing, Trade Marketing is an advantage
• Highly analytical and numerate
• Have a key interest in the product and category they have worked with and have a great understanding of customer and market behavior and able to adapt to changes.
• Be an exceptional senior stake holder manager, both internally and externally and able to influence and take people on a journey at all levels.