Channel Manager (On-Trade)

Responsibilities:

• Develop and execute integrated channel strategies for On-Trade (bars, restaurants, hotels) to achieve revenue and volume targets.
• Build and maintain strong relationships with key accounts, ensuring long-term collaboration and mutual growth.
• Identify new business opportunities and negotiate commercial agreements to expand market share.
• Monitor market trends and competitor activities to maintain a competitive edge.
• Deliver actionable insights quarterly to support strategic decision-making.
• Ensure promotional campaign ROI aligns with business objectives, optimizing spend and profitability.
• Provide monthly performance analytics to maintain alignment between operations and channel execution.
• Lead Joint Business Planning (JBP) with key partners, ensuring alignment and timely execution.
• Execute activation plans tailored for each channel, focusing on engagement and continuous improvement.

Qualifications:

• Bachelor's or higher in Marketing, Business Administration or related field.
• Experience 5-8 years in Channel Management (On-Trade) / Trade Marketing / Sales / Key Account Management in Alcohol / FMCG / Beverage / Consumer Industries.
• Proven track record in Channel Development, including key account management, distributor engagement, and retail execution.
• Experience in trade promotions, merchandising, and category management to drive sales growth.
• Strong understanding of consumer and shopper behavior, market trends, Route-To-Market and competitive analysis.
• Knowledge of channel profitability, Joint Business Planning (JBP), and trade terms negotiation.
• High analytical capability with solid knowledge of channel KPIs and commercial levers.
• Strong negotiation and relationship management skills.
• Excellent communication, presentation, and strategic planning skills.
• Ability to work under regulatory constraints and manage multiple stakeholders.
• Proficiency in Excel, PowerPoint, and data analysis.
• Good English communication skills.