Position-Channel Development Manager

Location- Biyagama,Sri Lanka

Industry - FMCG

We are looking for a Channel Development Manager to focus on delivering excellence in trade execution and channel program implementation, supporting Fonterra’s strategic objectives. This individual will manage Perfect Store (PS) execution, Revenue Growth Management (RGM) initiatives, and channel engagement programs in collaboration with the Customer Development (CD) team. It will also involve driving digital and shopper engagement initiatives and coordinating with cross-functional teams to achieve executional excellence.

Key Responsibilities

• Define and execute the annual Perfect Store roadmap for General Trade (GT) and Modern Trade (MT) environments.
• Define and track annual, quarterly, and monthly PS KPIs for GT and MT.
• Review Perfect Store performance, providing actionable insights to sales teams.
• Enhance executional excellence by implementing PS tracking systems and supporting the CDD digitalization journey with tools like Click & Go, trade analytics, and PS Digitization.
• Enhance data-driven solutions to improve sales execution and monitor outcomes.
• Govern the GC & GP pay-for-execution framework with proper evaluations and payments.
• Lead Joint Business Planning (JBP) discussions and quarterly activity planning for modern trade chains.
• Develop shopper-driven programs like SMMT and ensure timely execution of customer engagement initiatives.
• Translate Voice of Customer insights into actionable strategies with cross-functional teams.
• Develop RE-led shopper plans with a focus on commercial acumen and ease of execution.
• Present RE plans at monthly Activity Planning Meetings and ensure integration into the IBP process.
• Provide demand forecasts for new launches at the RE level.
• Collaborate with stakeholders to ensure successful implementation and provide insights.
• Deliver budgeted volume and value for priority categories while optimizing GTN and A&P investments.
• Conduct monthly RE reviews to identify opportunities and track annual plan achievements.
• Maintain control processes for trade spending to achieve ROI and budget adherence.
• Drive key initiatives such as GTN management, dealer meetings, IBP handling, and campaign execution.
• Act as a focal point for ensuring smooth business continuity and execution excellence.

Qualifications and Requirements

• BSc degree in Business Management or a relevant field from a recognized university.
• 2-3 years of Trade/Customer Marketing experience and 3-5 years of Field Sales/Key Account experience in the FMCG industry.
• Expertise in distributor management, including operational and P&L management.
• Proficiency in influencing distribution effectiveness through RTM strategies.
• Strong ability to manage trade stakeholders and leverage relationships for business growth.
• Competence in analyzing key channel trends and deriving actionable opportunities.
• Skilled in deep diving into RE level data to identify insights. - Excellence in execution OTIF (On Time In Full).
• Capability to develop and manage trade programs for brands/categories at various levels.
• Proficiency in evaluating, developing, and implementing shopper marketing strategies.
• Ability to drive shopper-led activities based on category and RE insights, and measure their effectiveness.
• Strong business acumen, combining experience, knowledge, and perspective for sound decision-making.
• Ability to track and report execution metrics and develop alternative plans as needed.