(Assistant) Channel Development Manager, Thailand (Food Service channel)

Job Location: Bangkok

Bangkok

Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

The role is aimed to reach sales targets of the assigned customers within the Food Service and HoReCa channel. The incumbent will be responsible for developing and managing the overall business by analyzing and monitoring performance, and joint business planning.

Main Responsibilities:

• Provide the strategic guidance, influence and lead distributor to plan and execute the sales strategy in Food Service and HoReCa
• Lead and develop channel planning to work with distributor teams in implementing the strategic goals set for the business growth
• Define distribution targets per SKU for assigned channel and set displays standards and appropriate POS material by format, both for occasions and permanent for assigned channel
• Define KPI improvement to ensure completion of the coverage for the assigned channel
• Lead joint business plan with key clients to align on mid- and long-term strategies to drive growth
• Develop customer and channel specific plans to generate faster off take and greater success of achieving sales objectives
• Analyze current customer performance and define future business opportunities
• Assists distributor channel team in defining customer-specific goals and strategy
• Continuously monitor channel & customers performance
• Manage the trade spend, keep trade spend within the guidelines established for the channel
• Approve distributor claims on trade spends for assigned channel
• Tie trade spending to specific business-driving activities (promotions, 2nd placements, etc.), analyze trade spend and ensure the best ROI
• Develop local key message to align with regional plan and support impactful local translation
• Monitor execution of distribution, display, and activation targets for assigned channel, follow up and coordinate with distributor channel teams to ensure local execution is aligned with defined plans
• Evaluate proposals and input from Distributor Channel teams to ensure alignment with channel & category strategy
• Monitor sales, stocks & building blocks KPIs for the customers assigned
• Review and resolve any SOA issues with distributor relevant to assigned channel
• Develop specific sales arguments together with Trade Marketing team for achieving the strategic goals of the assigned customers
• Monitor implementation of planogram and position at central level

Who we are looking for:

• University degree
• Commercial experience in sales / key account management in FMCG industry, Food Service, HoReCa and Modern Trade experience is preferred
• Market knowledge and Trade Marketing skillset (channel and customer planning, portfolio management, etc)
• Strong knowledge of commercial logistics, as well as sales, field and merchandising processes
• Strong business acumen, high orientation to detail, analytical capabilities, and result orientation, KPIs management and processes optimization
• Advanced communication and influencing skills, cross-teams collaboration skills, effective time management and high adaptability to changing environment
• Ability to communicate effectively across different teams and multiple stakeholders, with strong multi-tasking and problem-solving skills
• Proactivity, dynamism, responsibility and ability to work under pressure and meet deadlines
• Advanced MS Office knowledge, SAP proficiency is of a plus
• Fluency in English and Thai, spoken and written

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.