Title:  HORECA Channel Manager

Core Job Information

Job Title

Channel Manager, OUT OF HOME (HORECA).

Function

Sales Department.

Location

Head office/ Regional Offices

Sub-function

Sales – HORECA.

Band / Level

Managerial

Reports To

(Job title/Band)

Head of Sales.

Direct Reports

 (if any)

Sales supervisor & Regional managers.

Job Summary

HORECA Channel Manager, OUT OF HOME (OOH) role is to support Head of Sales in achieving the OOH sales targets for entire kingdom. He / She develop the channel strategy, go-to-market approach and assist in developing the promotions strategy. He / She maintains excellent relationships with customers and manages the business development agreements across kingdom. He / She directs Regional Supervisors to oversee the day-to-day implementation of sales promotions and sales operations activities.

Job Responsibilities

Key Area

Key Responsibilities

OOH Sales Strategy

• Develop direct and in-direct distribution programs
• Develop Go-to-market approach to serve the customer efficiently
• Help in designing the channel promotion strategy
• Help in building the annual budget and monthly channel/customers forecast
• Designing the channel head count, resources and tools needs

Sales planning & Budgeting

• Assist Head of Sales to create and propose annual OOH sales plans based on existing customer base and their consumption pattern and growth potential in the market
• Support Head of Sales to prepare, propose and control the OOH sales budget and resource requirements required to attain the annual sales targets and acquire resources 
• Perform functional role in building the GM sales strategy of the company
• Understand market trends and provide recommendations on brand positioning, pricing and promotions.
• Provide inputs to sales promotions, pricing strategy and brand management activities.

Sales operation and promotions

• Manage the development and implementation of sales activities related to the OUT OF HOME Channel.
• Liaise with potential clients to establish rapport and arrange meetings.
• Plan and oversee new marketing initiatives.
• Research organizations and individuals to find new opportunities
• Find and develop new markets and improving sales
• Attend conferences, meetings, and industry events.
• Guide the sales teams to provide best-in-class customer services
• Ensure that key customers are dealt as high priority by supply chain and other departments in terms of delivery and customer services
• Prepare the weekly and monthly promotion plan and share the plan with Head of Sales and Marketing for approval
• Effectively leverage the trade marketing budget to achieve sales targets
• Make regular market visits to oversee sales operations, display, measuring customer satisfaction and ensuring compliance with the promotions and pricing agreed with the key customers
• Assist Head of Sales to oversee processes for customer on-boarding, customer evaluation and credit limit assignment at regional level, and suggest recommendation for improvements.
• Provide “competitors monitoring” analytic reports and present it to the Head of Sales.

Stakeholder Management 

• Maintain excellent relationships with the influential stakeholders at key customers to negotiate the favourable trade terms for Mayar
• Ensure compliance with business development agreements and handle escalations

Team Management

• Assist to set clear directions for the team, review their work and handle escalations
• Ensure that the salesforce gets appropriate training to be productive in their jobs

Key Result Areas (KRAs)

• Increment in market share

• Improve direct distribution

• Improve in-direct distribution

• Optimize sales and promotions budget

• Team development

• Optimization in sales structure

• Relationship with key customers

Key Interfaces of the role

Internal Interface

• Marketing
• Commercial
• Management Team
• Supply Chain
• Accounts
• Demand and S&OP team
• Sales support team

External Interface

• Customers Stakeholders

Key Competencies

Technical Competencies

• Product & Competitor Knowledge
• Sales Planning & Execution
• Customer Management
• Sales Performance Tracking
• Sales Reporting and Documentation

Professional Competencies

• Effective Communication
• Analytical Thinking/ Problem Solving
• Teamwork & Collaboration
• Responsibility/ Accountability
• Proficient in MS Office (Outlook, Excel, Word and PowerPoint