Unilever Zambia Latest Job: Channel Manager
JOB TITLE: Channel Manager (Job Number: 15000 HWH)
Unposting Date : Oct-08-2015
Schedule: Full-time
Primary Location: Zambia-Lusaka-Lusaka-Lusaka
Shift : Day Job
Job: Customer Development
Travel : No
MAIN PURPOSE OF THE JOB
Develop and execute with our channel strategy (Modern Trade/Wholesale) and customer business plans. Is responsible for the achievement of turnover and the P&L for the entire (MT/Wholesale) channel as well as categories for the implementation and the optimisation of the category strategies within the customer.
KEY RESPONSIBILITIES
Channel Strategy and Customer Business Plan
- Develops the MT/Wholesale strategic business plan for modern trade customers
- Supervises the joint business planning process of Key Account Officers
- Works in close collaboration with the Customer Marketing & Brand Building for the category input and customer marketing input for the channel plan
- Develops optimal integrated promo plan (incl. selling the plan @ the customer) and manages promo investments across the entire channel
- Manages customer promo investment for the channel
- Manages the customer P&L for the channel
- Provide clear objectives and deliverables for the key accounts officers & field teams
- Deliver the agreed plan, follow-up achievement of counterparts set in the agreement for all customers
Negotiation
- Closes the deal with the customers by negotiating the trade terms, trade funding, and counterparts according to the UL strategy
- Manages overall levels of customer investments for the entire channel
- Monitors Channel Performance by tracking customer contribution and market share for major categories in all customers
- Plays active ambassador role
- Acts as active ambassador of Unilever for the channel and of the channel at Unilever
Performance management
- Responsible for the training & development of key accounts executives
- Responsible & accountable for deliverables of the entire MT/Wholesale team
KEY SKILLS
- Degree in relevant field
- 5+ years of experience
- Business Acumen
- Developing and implementing customer/channel business plans
- Optimising promotional sell out
- Understanding shopper insights
- Customer relationship Management
- Negotiation skills
- Presentation skills
- Business development
- Performance management
- 3P or distributor management
Freedom to act
- Responsible for engagement with top management
- Responsible for identifying additional opportunities for doing business and agreeing with customers how to take advantage of them
- Responsible for deciding how best to allocate resources between customers
Coordination
- High level of coordination with Finance, CD Ops, CM, BB, CSO, Key Accounts Executives
Key decisions
- Driving the resolution of customer disputes, TTS claims, debt claims, promotion claims
- Negotiations for customer annual business plans and TTS contracts
- Leading business review process; top to top engagement with senior executives of key accounts
- Allocation of resources across different accounts and customers