Channels Manager - Modern Trade & OOH

Job Title: Channels Manager - Modern Trade & OOH

Work Level: WL1

Location: Karachi Head Office

Function: Customer Development Ice Cream

MAIN JOB PURPOSE:

The incumbent would be responsible to ensure development in traditional sales channel and Modern Trade by identifying and converting market opportunities into sales. Lead market development activities and planning & execution of channel development activities. Develop and execute strategy and business plan with the customers and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of their accounts as well as for the implementation and the optimisation of the strategies within the customer.

Job Responsibilities:

• Identify channel trends and opportunities and lead business negotiation (customers and internal organization) to sell/promote/defend strategic plans develop, to optimize sales potential and maximizing ROI.

  
  

• Building long-term model of cooperation, seeking for new growth sources and cooperation based on Joint Business Plan methodology for chosen Customers

  
  

• Establishing strong & sustainable relationships with key buyers, thereby enabling sales management to gain entry to the customer’s senior management to solve day to day operation issues.

  
  

• Preparation and agreeing with customer action plans for year, quarter and for month (including standard actions based on year plan).

  
  

• Creation and implementation of yearlong business plan for categories.

  
  

• Responsibility for Unilever market share building at Customer.

  
  

• Control, analysis, preparing and implementation of action plans for selling goals realization.

  
  

• Putting price rise into action.

  
  

• Managing customer’s assortment – current cooperation with Customer including portfolio optimization and previous listings evaluation, which indicate directions for the future.

  
  

• Asses market and opportunity size for each channel

  
  

• Closely monitor sub channel volume and value performance

  
  

• Development of channel specific products/solutions for Ice Cream

  
  

• Develop and manage 3P (perfect stores) to ensure smooth execution of plans

  
  

• Identifies visibility opportunities in channels that drives consumption growth

  
  

• Coordinates with internal stakeholders like marketing, finance, categories

  
  

• Coordinates with Channel Managers and field team to ensure smooth and timely implementation of all trade and Modern Trade innovations

  
  

• Provides directions and guidelines for the effective management to improve efficiency of merchandisers & sales operation team.

  
  

• Timely feedback on all forms of competitors activities & Trade Marketing

  
  

Job Skills

• Should be able to negotiate with customers, manage multiple stakeholders and lead teams

  
  

• Exhibit all Standards of Leadership (purpose & service, personal mastery, business acumen, talent catalyst, agility, consumer love and passion for high performance)

  
  

• High on objective rigor where efforts are focused towards a business target pegged to key priorities and market realities

  
  

• Extremely up to date with technology globally and leverage it in their area

  
  

• Thinks transformatively & influence people around to accept difficult changes

  
  

Work Experience & Qualifications:

• Bachelor’s Degree

  
  

• 3-4 years of relevant sales experience in FMCG/Snacking industry is preferred.

  
  

Leadership

• You are energized by delivering fantastic results. You are an example to others – both your results and your resilience. You are constantly on the lookout for better ways to do things, engaging and collaborating with others along the way.
• As an individual you are the one responsible for your own wellbeing and delivering high standards of work. You must also focus on the Consumer and what they need. You are humble and have your head up, looking around to interpret evidence and data smartly, spot issues and opportunities to make things better.
• Critical SOL (Standards of Leadership) Behaviors
  • PASSION FOR HIGH PERFORMANCE: Takes personal responsibility and accountability for execution and results. Has an owner’s mindset, using data and insight to make decisions.
  • PERSONAL MASTERY: Sets high standards for themselves. Actively builds own wellbeing and resilience.
  • CONSUMER LOVE: Whatever their role, always looks for better ways to serve consumers. Invests time inside and outside to understand the needs of consumers.
  • PURPOSE & SERVICE: Has humility, understanding that leadership is service to others, inside and outside Unilever.
  • AGILITY: Explores the world around them, continually learning and developing their skills

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.