Channel Strategy Manager is tasked with designing strategy projects and lead cross-functional teams to drive implementation of strategic initiatives of Organized Trade Channel 

Lead the process of coming up with incremental growth and sell & move productivity proposals for different geographies and market dynamics. Manage the development of business cases and strategic options based on research and analysis, economic models, and ROI analysis.

Manage development and delivery of network design strategies across all channels. Complete research and analysis of industry best practices and channel utilization to develop high-quality network strategies and plans.

Co-ordinate the inclusion of customer segmentation and Customer Value Offers (CVO)/Joint Business Plans (JBP) to deliver holistic programs.

Design and lead sales premium mechanisms & sales targeting process, set business metrics, evaluate actual performance, make recommendations to channel business leaders on performance target achievement, simulate & test proposed model and ensure accuracy of the process from target-to-premium. 

Personally interact with customers to gather information on industry developments and to identify opportunities. Work closely with Key account customers, Insights and Key Account teams to identify market trends. Utilize this data and analysis in the development of channel strategies.

Close communication with sales field force organization, realize frequent customer & retailer visits to measure the field’s pulse

Integrate into annual plans and lead long term strategic planning processes for Organized Trade channel strategies, co-ordinate expansion plans, prepare for pre and post preparations and hyper-care period for transitions.

Oversee projects through execution, facilitate the execution process. Provide leadership for project closure and incorporate lessons learned into the project processes, best practices, methodology and tools. 

Also act as one of the business leaders to support big transformational Organized Trade sales projects, develop channel based communication plans to drive internal knowledge.

Join Organized Trade customer team in WCCE (World Class Customer Engagement) process to act as a counterpart in channel strategy requirements and develop solutions for customer based needs addressed in customer JBP plans

ESTIEM, IEM öğrencilerini bir araya getirmeyi hedefleyen 80 üniversite ve 30.000’den fazla öğrenci ile Avrupa’nın en büyük öğrenci topluluklarından biridir. ESTIEM, multikültürel, daima gelişmeyi hedef alan, tüm üyelerinin katılımını teşvik eden ve her zaman yüksekleri hedefleyen bir öğrenci topluluğudur. Yılda 180’den fazla etkinlik düzenlenir.

• 4 years’ university degree, preferably in Business and Commercial departments,
• Minimum 3 years of sales experience gained in multinational FMCG companies,
• Strong analytical, problem solving and negotiation skills,
• 360° account management, team management and P&L account management experience

• 4 years’ university degree and excellent communication skills in English,
• 2-3 years of experience in related job assignment
• Advanced level of MS Office Applications, SQL Language, Knime, R, BI reporting tools
• Proficiency on data modelling/mining techniques
• Ability to update Data Model and brief IT for implementation when necessary.

To achieve volume and profit objectives within specifically assigned customers through productive relationships, planning and execution compatible with channel/company strategy.

Accountabilities – list in priority order the main accountabilities/deliverables of the role, including key measures. These should be clearly the responsibilities of the JOB HOLDER.

• Develop and evolve a customer strategic and tactical plan:

• Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis.
• Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
• Clear volume & profit (latter as appropriate) phased goals by brand by account.
• Build a datal plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.

• Execution Of Customer Plan:

• Appropriate levels of written, verbal and face to face communication with the customer ( to be determined by specific account).
• Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.

• Develop a productive business to business relationship with the customer.

• Build and log a clear understanding of the customer structure, roles and individuals.
• Periodical visits to the customer to develop a trust based, mutually beneficial relationship at the all appropriate points of interaction.
• One major business review with all customer / company key personnel. Quarterly business reviews with primary contact (Buying).
• Consistently high customer service: same day response time; prioritisation and solving of customer ‘issues’ within agreed time frames.
• To an appropriate level, have a clear undersatnding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.

• Building internal multi-functional alignment to the account to achieve volume / profit goals:

• Within the specific account plan, work with line manager to focus the required internal resources against specific goals:

• Trade Marketing / Category management, time / resource allocation.
• Logistics (supply chain), time / resource allocation.

• Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
• Communication and commitment building within field support teams.

• Customer Administration:

• Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
• Build and keep updated store database for the account.
• Provide desired level of forecasting for company production planning.
• Complete all customer administration as required (eg. Promotional proposals, product files etc)
• Weekly store visits to validate compliance to account plans.
• Continually updated budget with exact status on every activity / invoice.
• Evaluation of all key customer activities within the plan (eg. Promotions)