A Regional Foodservice Channel Manager is responsible for developing and executing sales strategies to increase market share and profitability within a specific region for foodservice products. They build and maintain relationships with key customers, distributors, and partners, while also analyzing sales data and market trends to identify growth opportunities. This role often involves collaborating with internal teams, managing budgets, and ensuring the successful launch of current and new products.
- Driving value creation programs for current strategic channels in key countries.
- Identify & drive the new potential channel strategies for growth.
- Support key countries to managing customer relationships with strategic key accounts.
We are in a region with a diverse culture with variations on customer & consumer behaviors. This role is required to simplify these complexities and translate these into tangible opportunities.
ROLE ACCOUNTABILITIES:
STRATEGY DEVELOPMENT & EXECUTION
- Strategic Planning and Execution: Develop and implement sales strategies to achieve revenue targets and market share growth within the designated region.
- Relationship Management: Build and maintain strong relationships with key customers, distributors, and foodservice operators.
- Sales Growth: Identify and pursue new business opportunities to increase market share and profitability.
- Channel Management: Manage and optimize relationships with distributors and other channel partners.
- Customer Engagement: Conduct regular business reviews with key accounts, assess performance, and address any concerns.
- Market Analysis: Monitor competitor activity, market trends, and customers need to adapt strategies and identify growth opportunities.
- Collaboration: Work closely with internal teams (e.g., AFH marketing, operations, supply chain, CMs & AFH BDMs, GTM, Finance) to ensure the alignment of product offerings, promotional strategies, and customer requirements.
- Budget Management: Manage expenses and ensure they align with budgetary requirements.
- Product Launches: Support the successful launch of new products in the region.
- Performance Reporting: Prepare regular sales reports, analyze data, and track key performance indicators.
FINANCIAL
- To support core countries to achieve NSV & CCMA objectives in the AOP.
- Effectively manage D&A & A&P allowances to yield the highest NSV.
- Ensure Strategic channels are achieving its sell-out targets in core countries PH, TH, HK, MY, SG.
SUPPLY CHAIN
- Drive core, manage NPD and L&L opportunities for strategic channels in SSEA-HK.
MARKET INTELLIGENCE
- Set up systems to ensure best in class sales intelligence (market, competitor activity) is gathered and analyzed by Foodservice Marketing for inclusion in the S&OP process.
LEADERSHIP, ORGANIZATION, & TEAM DEVELOPMENT
- Create/enhance the Channel Management programs for key channel & accounts.
- Train and develop local sales team in core countries on key account management and execution of channel strategies.
QUALIFICATIONS:
- Bachelor's degree in business discipline
- Fluent in both spoken and written in English
- At least 10 years sales experience in multinational FMCG with at least 5 years of Key account management experience in the QSR/FSR/Hotel/Factory/FS WS channel
- Strong skills in Key Account Management.
- Proficient in Foodservice trading terms.
- Results driven. Effectively works under pressure towards delivering stretch targets.
- Working knowledge of finance and its effect on both end customer and supplier.
- Objective analytical skills. Ability to analyze and use data and solve problems.
- Proficient in negotiation.
- Results-oriented, Team player.
- Strategic business skills and acumen.
- Clarity of thought and strong communication skills.
