Channel Manager
Recruit Finds
Nairobi, Kenya
Job summary
Channel Manager at Mini Group
About this role
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Channel Manager Job Description
1. Job Summary
The Channel Manager is responsible for developing, implementing, and managing commercial strategies that drive sales growth, profitability, and market expansion within assigned sales channels and product categories. Reporting to the Commercial Manager, the position has full commercial accountability for channel performance, including pricing strategies, portfolio management, promotional planning, demand forecasting, customer relationship management, and sales team leadership.
The successful candidate will work closely with internal departments, key retail partners, suppliers, and senior management to achieve revenue and profitability targets. The role requires identifying market opportunities, strengthening customer relationships, analyzing business performance, and implementing strategies that improve market share and business growth. The Channel Manager is expected to provide leadership, commercial insight, and strategic direction while ensuring that all commercial activities align with the organization's objectives.
2. Key Duties and Responsibilities
2.1 Channel Strategy and Portfolio Management
The successful candidate will:
Develop and implement annual channel strategies aligned with the company's commercial objectives.
Prepare channel business plans covering product assortment, pricing strategies, promotional activities, and distribution targets.
Monitor product portfolio performance and recommend new product introductions, product improvements, or product discontinuation where necessary.
Review sales performance by product, customer, and channel to identify growth opportunities.
Analyze market trends, consumer behavior, and competitor activities to support strategic planning.
Develop demand forecasts to support procurement, inventory planning, and production scheduling.
Ensure the product portfolio remains competitive and profitable.
2.2 Key Account Management
The Channel Manager will:
Build and maintain strong business relationships with key retail customers and strategic partners.
Serve as the primary commercial contact for assigned accounts.
Conduct regular business review meetings with customers to evaluate sales performance and future opportunities.
Negotiate pricing, product listings, promotional agreements, rebates, payment terms, and commercial contracts.
Identify opportunities to expand product distribution and increase market penetration.
Resolve customer concerns promptly while maintaining long-term business relationships.
Monitor customer satisfaction and recommend service improvements where necessary.
2.3 Sales Leadership and Team Management
The successful candidate will:
Lead, supervise, and support Sales Team Leaders within the assigned channel.
Set quarterly and annual sales targets aligned with company objectives.
Monitor team performance and provide coaching to improve productivity.
Conduct regular performance reviews and one-on-one meetings with team members.
Promote teamwork, accountability, and continuous improvement.
Coordinate field sales activities to ensure effective market coverage.
Support employee development through mentoring and training initiatives.
2.4 Pricing and Commercial Management
The Channel Manager will:
Develop pricing strategies that maximize profitability while remaining competitive.
Review pricing structures regularly based on market conditions.
Approve promotional pricing in line with company policies.
Monitor product margins and recommend corrective actions where necessary.
Ensure all commercial agreements receive the necessary approvals before implementation.
Work closely with Finance to ensure accurate pricing and financial reporting.
2.5 Promotional Planning and Execution
The employee will:
Develop annual and quarterly promotional calendars.
Plan trade promotions that increase product visibility and sales.
Coordinate promotional campaigns with customers and internal departments.
Evaluate the effectiveness of promotions using sales and profitability data.
Recommend improvements for future promotional activities.
Ensure promotional activities are implemented according to approved plans.
2.6 Financial Performance Management
The successful candidate will:
Take full responsibility for achieving revenue and profitability targets within the assigned channel.
Monitor monthly sales, margins, and financial performance.
Analyze actual performance against approved budgets and targets.
Prepare monthly financial and commercial performance reports.
Identify financial risks and recommend corrective actions.
Support budgeting and annual business planning processes.
2.7 Market Research and Competitive Intelligence
The Channel Manager will:
Monitor competitor pricing, product launches, promotions, and distribution strategies.
Conduct regular market analysis to identify emerging trends.
Assess customer preferences and changing market demands.
Prepare quarterly market intelligence reports.
Recommend strategic initiatives based on market findings.
Support the development of innovative commercial strategies.
2.8 Demand Forecasting and Supply Chain Support
The employee will:
Prepare accurate sales forecasts based on historical performance and market trends.
Collaborate with Procurement and Supply Chain teams to ensure product availability.
Monitor inventory levels to prevent stock shortages and overstocking.
Support production planning by providing reliable demand projections.
Recommend inventory improvements that enhance customer service and profitability.
2.9 Reporting and Documentation
The successful candidate will:
Prepare comprehensive monthly channel performance reports.
Report on revenue, market share, gross margins, promotions, and customer performance.
Maintain accurate documentation for commercial agreements and pricing approvals.
Ensure commercial records are complete and available for audit purposes.
Present business performance reports to senior management.
Monitor compliance with company reporting requirements.
2.10 Cross-Functional Collaboration
The Channel Manager will:
Work closely with Sales, Marketing, Finance, Procurement, Supply Chain, and Customer Service teams.
Coordinate product launches and promotional activities across departments.
Support business planning and strategic decision-making.
Ensure effective communication between commercial teams and senior management.
Build strong working relationships with both internal and external stakeholders.
2.11 Compliance and Governance
The employee will:
Ensure all commercial activities comply with company policies and procedures.
Follow legal and regulatory requirements governing commercial operations.
Maintain confidentiality of business information and commercial agreements.
Promote ethical business practices in all customer interactions.
Support internal audits and compliance reviews.
Ensure accurate approval and documentation of all commercial transactions.
3. Minimum Qualifications
Applicants should possess the following qualifications:
Bachelor's Degree in Business Administration, Marketing, Commerce, Supply Chain Management, Economics, or another related field from a recognized institution.
A Master's Degree in Business Administration (MBA) or a related discipline will be an added advantage.
Professional certification in Sales, Marketing, Category Management, Commercial Management, or FMCG will be an added advantage.
Additional training in Key Account Management, Trade Marketing, Commercial Strategy, or Business Development is desirable.
4. Work Experience
The ideal candidate should have:
A minimum of seven (7) to ten (10) years of experience in FMCG sales, commercial management, category management, or key account management.
Proven experience managing Food and Beverage or other fast-moving consumer goods (FMCG) categories.
Demonstrated success in negotiating with major retail chains and managing strategic customer relationships.
Experience developing pricing strategies and promotional plans.
Experience leading sales teams and driving commercial performance.
Practical experience in demand forecasting, portfolio management, and business planning.
5. Required Skills and Competencies
The successful candidate should demonstrate the following skills:
Strong commercial and business development skills.
Excellent channel and category management abilities.
Advanced key account management and negotiation skills.
Strong financial analysis and commercial reporting skills.
Excellent pricing and profitability management knowledge.
Strong analytical and data interpretation skills.
Good understanding of market research and competitive analysis.
Excellent leadership and people management skills.
Strong communication, presentation, and interpersonal skills.
Ability to influence stakeholders and build long-term business relationships.
Proficiency in Microsoft Office applications, particularly Microsoft Excel and PowerPoint.
Ability to work under pressure while meeting business objectives.
6. Personal Attributes
The ideal candidate should possess the following qualities:
High level of professionalism and integrity.
Strong leadership and decision-making abilities.
Strategic and analytical thinking.
Results-oriented mindset.
Excellent organizational and planning skills.
High level of accountability and responsibility.
Ability to adapt to changing business environments.
Strong customer focus and commercial awareness.
Commitment to continuous improvement and innovation.
Ability to motivate teams and drive high performance.
7. Working Environment
The Channel Manager will work in a dynamic commercial environment involving frequent interaction with customers, retail partners, suppliers, and internal business units. The role requires regular travel to customer locations, participation in business meetings, market visits, and collaboration with cross-functional teams. The successful candidate must be capable of managing multiple priorities, meeting tight deadlines, and making sound commercial decisions in a fast-paced FMCG environment while maintaining the highest standards of professionalism and ethical conduct.
8. Expected Outcomes
The successful Channel Manager will contribute to the organization's growth and profitability by:
Achieving revenue, profitability, and market share targets.
Developing effective channel strategies that support business growth.
Strengthening relationships with key retail customers and strategic partners.
Improving product availability and market penetration.
Delivering successful pricing and promotional strategies.
Providing accurate demand forecasts to support operational planning.
Producing timely and insightful commercial performance reports.
Leading high-performing sales teams that consistently achieve business objectives.
Identifying new market opportunities and responding effectively to competitive challenges.
Ensuring compliance with company policies, commercial standards, and governance requirements.
Supporting sustainable business growth through sound commercial leadership and strategic decision-making.
The Channel Manager is expected to perform all assigned responsibilities with professionalism, integrity, and strong commercial judgment while supporting the organization's commitment to profitable growth, customer satisfaction, operational excellence, and long-term business success.
Application
Go to Mini Group on minigrp.com to apply