Our client within FMCG seeks to bring on board a Channel Manager HORECA who will be responsible for building, owning and growing the HORECA (Hotels, Restaurants, and Canteens) and related relevant outlets.
Minimum Qualification : Bachelor
Experience Level : Management level
Experience Length : 5 years
Location : NAIROBI, KENYA
The role holder will also create and execute achannel strategy in collaboration with all internal stakeholders to driveoverall profitability for both the customers in the channel and the organization.
Build, own and grow theHORECA (Hotels, Restaurants, and Canteens) channels in collaboration with allinternal stakeholders.
Conduct regularbusiness reviews with customers to identify key channel opportunities and validatechannel strategies. Drive strategyexecution and achieve agreed business objectives.
Be accountable for allsales activities in the HORECA Channel and related relevant outlets. Build,manage, maintain and leverage strong business relationships and networks withinthe channel.
Ensure customersday-to-day needs are met by managing and coordinating efforts of all otherfunctional areas (sales service, Operations, Finance, Logistics, Marketing),including the resolution of non-routine customer service issues such as qualityand delivery.
Develop weekly, quarterly,half-year and annual plans and realistic forecasts for the channel, based onhistorical data, market trends, competitive activity, promotional strategiesand production and operations initiatives.
Collaborate with customersto identify unique custom product needs, coordinate with internal &external stakeholders to ensure efficient and effective new productdevelopment, negotiate pricing, develop contracts, obtain and communicateforecasted volume requirements,
Identify opportunities toleverage differentiated organizations’ capabilities to advance the firm’sposition with major customer groups within the HORECA channel that will driveoverall profitability for both the customer and the organization.
Manage the channel budget.Achieve growth, revenue and profitability targets. Maintain profitability whenoffering incentives / discounts.
Ensure proper systems andbest practices are implemented in the channel
Build the capability ofthe organization to understand, serve and grow the HORECA channel.
Have at least 5 7 years’previous experience as a channel manager engaging with the relevantstakeholders in selling high value products in the HORECA channel.
Good knowledge of channel structure andopportunities in the market;
Knowledge of field salesmanagement, distributor management best practice, market intelligence andchannel / shopper trends;