Sales Channel Manager, B2B

Position Summary

With a history spanning over 150 years, Nestlé didn’t become the world’s leading food and beverages brand by chance. Perfection is at the heart of what we do, and our people are always looking for the next big idea to cement our status. We are now looking for a Channel Manager to be based in Nairobi.

In this role you will be responsible for Instilling a high-performance culture (people development), optimize sales structure, maintain and enhance channel growth and profitability. 

A day in the life of a Channel Manager:

• Accountable for the achievement of the area/channel sales volumes, Organic Growth (OG), and Real Internal Growth (RIG) targets by category.                                                  
• Ensure that core distribution, coverage and visibility objectives are met in his/her respective area/channel.                                           
• Responsible to provide recommendation on the engineering of the sales structure to optimize operations.                                             
• Ensure category planograms, merchandising guidelines, rotation and new line introduction guideline implementations based on business unit directions and the local situation.                
• Route to market strategy optimization and seeking new business opportunities.                               
• Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with Business Objectives.                                                
• Set strategic plans with Channel Manager/GBM/BDM/CCSD and Regional Customer Business Manager for regional key account customers by category.                                            
• Ensure TTS investment is optimized and maintained within or below plan and to ensure usage of CCS and promo evaluation tools to optimize investment.                                          
• Responsible for monitoring Channel performance against plan, and in co-ordination with the CCSDMs, initiate / recommend corrective measures as required to achieve or surpass Channel Commercial Plan.                                                
• Coordinate with CCSDs to ensure local promotions are consistent with Area/Unit/Category objectives and successfully implemented in the trade.                                                 
• Monitor customer performance and jointly develop action plans to address any business opportunities. Develop and manage long-term effective business relationship with customers.      
• Plan, manage and optimize the trade investment for area/channel.                                                          
• Responsible for maintaining an up-to-date Fact Book for the channel.                                                        
• Actively participate in the Monthly Business Planning Cycle (MBPC) Process.                                          
• Analyse area/unit/channel performance and recommend action to accelerate growth.                       
• Lead, manage, develop, and inspire the Field Sales Team and identify training needs.
• Ensure collection and financial reconciliation is made in line with Nestlé set payment terms for his area/unit/channel.                                                  
• Accountable and responsible for the development of sales team via regular on-the-job training and field appraisals.                                           
• Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes. Ensure compliance as well with Nestlé’s strictest requirements that Nestlé marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity                                                                                                                          

What will make you successful?

• Degree in Sales/Marketing.
• 5 years’ experience in sales (At least 3 years in Modern Trade or Key Account Management)
• Demonstrable B2B and Out of Home experience.
• Developed in Channel/ Customer knowledge and management; business planning; sustainable profitable business growth; excellence in execution.
• Good communication and analytical skills.
• Strong organization and planning skills.