Channel Manager - Traditional Trade at BIC

MAIN RESPONSIBILITIES / TASKS

Sales & Volume Achievement

• Deliver monthly, quarterly, and annual sales targets.
• Monitor OIS and secondary sales out performance.
• Identify opportunities to increase sales volume and market share.
• Develop action plans to close sales gaps and achieve territory objectives.

Territory and Distribution Expansion

• Expand numeric and weighted distribution coverage.
• Identify and open new retail outlets, wholesalers, and key traditional trade customers.
• Increase penetration in underserved territories.
• Ensure availability of priority SKUs in all targeted outlets.

Field Sales Team Management

• Lead, coach, and develop Sales Representatives (SRs) and Merchandisers.
• Conduct regular field coaching and trader market visits.
• Set daily, weekly, and monthly objectives.
• Monitor productivity and route compliance.
• Evaluate team performance and implement development plans.

Execution Excellence

• Ensure proper product visibility and merchandising.
• Monitor planogram and display compliance.
• Implement promotional activities and trade programs.
• Ensure correct pricing and promotional execution at store level.
• Drive superior shelf presence versus competition
• Customer Relationship Management
• Build strong relationships with wholesalers and key traditional trade accounts.
• Resolve customer issues and service concerns.
• Negotiate display opportunities and promotional placements.
• Strengthen customer loyalty and partnership.

Key Performance Indicators

Sales

• Sales Volume
• OIS Sales Growth
• Distribution
• Numeric Distribution Weighted Distribution

Execution

• Availability
• Visibility
• Merchandising Compliance

Productivity

• Calls per day
• productive calls/ Strike Rate
• Outlet Coverage

Professional Skills

• Distributor Management
• General Trade Specialist who knows the traditional trade channel
• Commercial Negotiation & Joint Business planning (JBP)
• Forecasting & Sales Analysis
• Customer Relationship Management
• Problem Solving & Decision Making
• Communication & presentation Skills
• Microsoft Excel & PowerPoint
• Drive for Results and Ownership

Experience

• Bachelors Degree in Business Administration, Marketing, Economics, Sales or a related discipline.
• Minimum 3-5 years of FMCG sales and Traditional Trade experience.
• Experience managing distributors and field sales teams.
• Strong track record in commercial negotiations and customer development.
• Experience working with distributor-led business models.
• Demonstrated success in delivering sales growth and profitability targets.
• Willingness to travel regularly
• Strong analytical, communication and presentation skills.
• Proficiency in Microsoft Office applications.
• English proficiency is a plus

QUALIFICATIONS

• Proven track record FMCG.
• 3-5 years sales experience in FMCG Industry.
• Previous Key Account Experience

Any Other Requirements

• Willing to travel and meet customers.