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1 month ago

Job Summary

The Channel Manager will develop strong relationships with the Naivas Supermarket Channel Customers (Key Accounts, Supermarkets) and ensure effective communication of Channel Marketing strategies and tactics.

  • Minimum Qualification: Bachelors
  • Experience Level: Mid level
  • Experience Length: 3 years

Job Description/Requirements

Brief on Client

Our client is a multinational FMCG organization handling Personal care, Beauty, Food & Nutrition, and Home care brands. They have a presence across Africa, Europe, North America, and Asia–Pacific and have been in operation for over 100 years.

Key Accountabilities:

• Understanding the objectives and strategies of key customers in each retail environment overall and by category and communicating insights.

• Executing channel strategies (5P) and seeks to exploit incremental sales growth opportunities in the Supermarket Channel

• Right product assortment, NPD Listing

• Visibility drives in the Supermarket channel – Fixtures, POS

• Right Promotional activities (Battle Plans)

• Coordinate collection and analysis of data Supermarket scan data, competitor pricing/Activities and deriving insights from them.

• Designing and executing Supermarket channel Promotional Plans (Battle Plans)

• Ensuring pre- and post-evaluation of all major promotional activities within the channel

• Deployment of merchandising guidelines and achieve in store execution excellence through the merchandising and distributor team

• Review performance of all Supermarket channel stores’ KPIs as stipulated in the Joint Business Plans/Agreements

• Work with the Customer Management Teams and Key Accounts Team to execute Terms and Conditions in the channel

• Monthly Bottom – Up forecast for the Supermarket channel by account/SKU

• The person will be a key member of the Business Planning Team (Commercial Planning Process & Forecast consensus), and will also participate in New Product Development projects

• Development and deployment of best in class Route to Markets for the Supermarket channel – Ensuring effective distribution and product availability in the right retail environment

• Advise the Customer Management Team on the right product assortment in each of the supermarket channels – Hypermarkets, Supermarkets, Convenience stores


• Bold – Stand for what you feel is right for the individual, team and market to ensure a solution fit for market and in line with the companys objectives. Drive innovation to enable you and others to go beyond the existing situation. Work within and outside of established approaches.

• Energetic –Passionate about delivering results through others to drive significant business benefits. Build timeframes and allocate resources to address capability gaps. Stand in the future for both the market and the companys to shape that future.

• Striving Relentless in pursuit of success. Move effectively between the strategic and operational detail. Stay focused on the priorities and demonstrate rigor and brilliant execution. Keep informed of capability strengths and development areas across the Sales function. A great coach who creates a proactive supportive and challenging climate of individual development where excellence is expected.

• Togetherness- Demonstrate self-awareness and treat others with respect regardless of status. Build alignment and commit to delivering outstanding relationships. Build and sustain trust with others through real relationships and teamwork.

Competencies required:

1. Results oriented:

Demonstrates high energy in tackling challenging goals; executes with speed and clarity; simplifies systems and processes to eliminate unnecessary work; overcomes barriers to achieve results; holds people accountable for delivering results

2. Planning / Priority setting:

Sets realistic milestones and actionable plans to support successful project achievement; monitors progress and adapts plans according to change in circumstances; anticipates and removes potential roadblocks and develops contingency plans when needed; manages expectations of others and negotiates priorities.

3. Trade Understanding and relationships:

Adapts to rapid changes by customizing the way the companys does business with customers in the different channels; works to understand the objectives and priorities of key customers; understands the key factors driving change in the trade environment and the implications for both the companys and its customers.

4. Consumer/Shopper Understanding: 

Has a broad based of knowledge about the consumer (attitudes, habits, shopping behaviour) for each channel; works with consumer insight professionals to define business goals and specific research objectives prior to developing trade research programs.

5. Business/financial Analysis:

Uses objective, fact based information (customer data, research, GMIS, TM1, syndicated data) to make decisions; understands drivers of profitability and margins for both the companys and the customer; develops insightful conclusions from complex information; knows how to build and manage a complex trade spending budget.

6. Cross Organizational Relationships:

Encourages collaborative planning and problem resolution across channels and categories; prioritizes what's important across functions, channels, categories, and geographies; encourages others and personally develops good working relationships with professionals in other departments, regionally, globally, and in other countries.

7. Communications:

Keeps people well informed of plans, goals, and objectives; provides clear understanding of job priorities and performance expectations; clearly and simply expresses ideas and concepts.

8. Category Management:

Understands the strategic importance of category management and drives use of it in all channels; has expertise in interpreting and applying level one category management process.

9. Promotional Excellence:

Drives the use of innovative and customized trade promotions focused on the customer's consumer and channel and conducts post analyses to learn from results; selects creative ways to leverage and invest trade money to drive customer's performance and profitability.

10. Business and Global Perspective:

Stays abreast of external business developments and understands their potential impact onthe companys performance; brings cross disciplinary knowledge to bear on issues and opportunities; focuses on profitability and considers cost options when making decisions; actively integrates external and internal best practices and trends.

Qualifications / Experience and Skills Required:


  •  A proven track record of performance with at least 3-5 years of increasing marketing/sales responsibility, preferably some experience in customer management
  •  Key contacts in Naivas is essential
  • Fluent in English and Kiswahili


• Previous experience – Assistant Key Accounts Manager, Marketing Assistant, Sales Representative

• In Store execution experience

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