Job Title: Channel Development Manager [ CDM ]
Job Category: Channel Development
Job Location: East Africa , Tanzania
Key responsibility:
1) Distributor management.
"This is the key to successful channel development. 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 Double A’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.
2) Channel development and strategy.
"This is the key to effectively delivery of our paper brand to end consumers. Each country has a Channel Strategy that has identified key channels, their relative importance, and actions required to grow within each channel. The channels are: stationery shops, copy centers, catalogue, corporate resellers, redistribution dealers, modern trade and tender business.
Key management duties will be:
- Develop promotion programs by channel, execute approved programs, monitor, evaluate and present results to HQ.
- Prepare annual channel program budget, control spending and review spending effectiveness on a program-by-program and monthly basis.
- Prepare tailor made programs for key customers.
- Budgets include volume, spending, Double A share and AA mill brand share in category and resources required for each channel.
- Effectively employ resources to grow volume in key channels.
- Maintain trade price stability through all channels and regions.
- Negotiate with Modern Trade on trading terms.
- Pro-actively seek out new opportunities to enhance Double A’s brand awareness and volume.
3) Channel promotion plan and implementation.
"Channel Promotion Plan and Implementation:
- This is an extension of the Channel and Customer strategy. We will provide funds to manage channel and customer growth. You will be responsible for:
- Developing the plans.
- Submitting individual proposals for approval to HQ.
- Implementing the approved proposals, which will involve coordination with the sales, marketing, distributor, dealer, channel and customer. Effective communication and planning will be critical for success.
- Evaluate the promotion and report results to HQ.
- Collect the relevant documentation to effect payment.
4) Trade price stability.
"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.
Qualifications:
- Education : General Degree in Marketing, Business Studies
- Age : 28 to 35
- 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.
- Track Record: Experience in setting up distribution channel network.
- Experience in growing and maintaining good channel partner relationship
- Experience in implementing or developing successful below the line programs
- Has managed a sales or marketing team or managed a representative office
- Conversant with management reporting
- Must be based in Tanzania
Please contact Melissa Carrington on
or go to our website via www.talentsmith.com
