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Our client, a Paper manufacturing company based in Thailand seeks to hire a Channel Development Manager in Ivory Coast. The successful candidate will start at 1 year contract depending on the local emloyment regulation. The roles and responsibilities will include the following: 1. Channel Development
- Identifying all channels in the responsible area. Need to know all channels, e.g., how many copy centers, stationery shops, MT, government sector. Need to know the market share of each channel, then they can cover all channels. Performance can be measured by the coverage of all key channels; number of stores visits and marketing support on those channels.
- together with Marketing team, formulating Channel Strategy and action plan, their relative importance, actions required to grow within each channel including channel promotions. The channels are stationery shops, COMPANY copy centers, Non-COMPANY Copy centers, Catalogue, corporate resellers, redistribution dealers, modern trade and tender business (such as direct sell to Government, big corporates).
- Developing and growing all Channels including placing our products (both COMPANY and NON-COMPANY) in key channels such as Stationery shops, Modern Trade
- Working closely with Modern Trade including negotiating trading term and developing promotion within MT.
- Developing other channels: Pro-actively seek out new opportunities to enhance COMPANY’s brand awareness and volume such as penetration into other channels such as Schools, Universities, Convenient stores including direct sales into Government sector.
- Developing channels in other BIG cities to ensure penetration and display in all key channels in big cities
- Monitoring trade prices in the markets through all channels and regions.
2. Management and development of CD team.
- Lead CD team to implement CPE programs at and with trade channel partners, report results, collect supporting documents and share all data with Marketing team. To lead a team of Channel Development Executives, it requires:
- Motivation and clear direction in implementing marketing plans.
- Assessing resource requirements to meet our channel objectives and to sustain brand growth.
- Assessing individual performance and provide coaching/counseling where appropriate.
- Setting standards of behavior and performance expectations.
- Approving sale route plans and reporting mechanism.
3. Distributor management
The key role is to review distributor set-up and develop new distributors to strengthen overall distribution coverage and channel development, or to replace non-performing. An effective distributor will have the ability to cover the market; it is the CDM’s responsibility to enable him to achieve market coverage consistent with COMPANY’s channel objectives. Distributor management will include: - Annual plan, setting monthly and quarterly KPI’s.
- Proposing channel promotion programs with monthly reviews.
- Monitoring stock levels on a weekly basis.
- Monitoring sell out data by customer on a weekly basis.
- Pro-active adjustment of plans to meet changing market conditions.
- Pro-active seek new channel and market opportunities.
- Submit monthly volume forecast.
- Collect required documents for reimbursements.
- Motivate and build good relationship with the distributor.
- Work with an improve distributor’s sales team.
- Conduct quarterly business review with distributor and HQ.
4. Trade price stability.
Work closely with Marketing. This is crucial to the growth of our paper brands. No trade channel will be permitted to undercut our recommended pricing. Your responsibility will be:
- Setting the trade price structure.
- Ensure trade price structure is stable across all channels.
- Ensure end user price is stable and at level agreed upon with HQ.
- Monitoring the trade price structure and end user price.
5. Submit HQ required monthly reports.
We require reports to be on time for monthly meetings. Sample of required reports will be available on joining. 6. Requirements. - Education : General Degree in Marketing, Business Studies. Experience in channel management is a plus
- Soft skills : Strong leadership, Communication and Change management competencies
- Strength : Sales Management or Marketing Management, Brand Management
- Industry Background : Reputable FMCG or other related industry
- Experience : Min 5 years at Sales or Marketing MANAGEMENT level preferably
Required Experience in: - setting up distribution channel network.
- growing and maintaining good channel partner relationship
- implementing or developing successful below the line programes
- Has managed a sales or marketing team
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