Channel Lead Retail

Job Title: Channel Lead Retail Company: The HEINEKEN Company Job Category: Salesforce Roles & Responsibilities: PURPOSE OF THE ROLE: * Develops channel segmentation and tiering parameters. * Sets the portfolio strategy in a channel. * Provides the salesforce with insights, activation programs \& materials to win market share and grow brand power in the specific channels of responsibility. * Translates the brands ‘Must Win Battles’ into specific channel strategies. * Develops channel targets including output KPIs (e.g. Market Share, Channel profitability) and input KPIs (e.g. PICOS). * Builds channel insights (customer, shopper, consumer), monitors performance and builds relationships with key accounts. * Supports brand, account and regional planning. * Ensures team understanding of category, portfolio and brand strategies and plans. * Develops channel plans incorporating category, portfolio and brand strategies and plans. * Optimises portfolio and brand profitability in a sustainable way, incorporating Rev Man guidelines into TM plans. * Demonstrates an understanding of priority channels, value drivers and activation pillars by channel as well as OpCo trade terms and investment guidelines. * Develops channel plans that consider key customer strategies, needs and execution capabilities across direct, in\-direct and digital RTM. * Anticipates future opportunities based on channel and customer needs and trends. * Understands key competitor strategies and execution capabilities to identify commercial opportunities. * Considers OpCo sales organisation capacity and needs when building plan. Channel strategy development * Develop winning channel strategies and plans with SMART objectives. * Prioritize channels and tier customers for investment. * Ensures that channel strategies support delivery of 3 year OpCo plan. * Translates category, consumer and customer value drivers into relevant channel strategy. * Coaches team in strategy development, project briefing and management. * Builds segment plan by channel that reflects the 3 year channel strategy, leveraging value drivers via outlet execution standards. * Translates top\-down channel objectives into objective\-driven activities, allocating budgets in line with Rev Man principles. * Manage the channel budget cross functionally. * Develops PICOS for all channels, utilising category management and Rev Man insights. * Develop the cold strategy for the channels. * Drive category management principles and plans for channels, key accounts, new launches. * Ensures development of practical, implementable plans, materials and promotions that make for ease of execution. * Leads and coaches the team creation of the channel plan. * Ensures execution is in line with strategy, brand plans, calendar and budget. * Ensures cross\-functional alignment and commitment to execution of the channel plans. * Delivers sales tools and information to support delivery of the channel plans. * Drives delivery of channel plan using execution reporting data. * Continuously evaluates execution performance by weekly market visits and demonstrates agility in adapting plans based on sales and customer feedback. * Champions EoE purpose and process within the team. * Demonstrates understanding of profitability and drivers by channel to optimise investment. * Recommends investment choices by channel/customer/brand based on commercial jobs to be done and ability to execute. * Evaluates the segment plan against channel strategy and financial objectives. * Performs pre \& post activity ROI analysis, generating recommendations for improvement. * Monitors and responds to competitor activity across the value chain. * 7\+ years experience in the FMCG environment. * Sales experience. * Strong marketing, key accounts, channel and merchandising capability. * Exhibit strong leadership, problem solving, and time management capabilities. * Experienced managing multiple sales channels. * Strategic and commercial acumen. Work Location: Johannesburg, GP, South Africa Availability: Full time

EDUCATIONAL QUALIFICATION * Relevant tertiary qualification, preferably Bachelors Degree or Honours in Commerce. PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES Key Skills: Salesforce Salary: Not disclosed