Channel Business Executive
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Role Purpose
Own and grow the HORECA/OOH Multi-Channel business by translating category and channel insights into actionable growth plans — not just executing plans handed down, but shaping the commercial strategy for priority customers and driving it through to results on the ground.
Key Responsibilities
Own the growth agenda: Independently identify white-space opportunities within assigned channel/accounts using market, category, and competitor data — build the business case and secure buy‑in.
Customer/Channel Planning: Design and negotiate Customer Growth Plans and Joint Business Plans (JBPs) with priority \"Win & Protect\" accounts — including pricing, assortment, and promo strategy, not just volume targets.
Category & Portfolio Strategy: Use category growth drivers (CGD) and shopper/channel insights to recommend range, mix, and space strategies that grow both Nestlé's and the customer's category.
P&L / Commercial Ownership: Manage trade investment ROI, promo economics, and account profitability — thinking like an owner of the channel P&L, not just a plan executor.
Cross-functional Influence: Partner with Marketing, Category, and Supply Chain to align channel strategy with brand and category priorities.
Field Translation: Convert strategy into ground execution — coach and direct distributor sales teams to deliver against the growth plan, closing performance gaps quickly.
Performance Reviews: Lead operations/business reviews with customers and internal stakeholders, using data to reshape plans dynamically rather than just reporting compliance.
Ideal Candidate Background
3–5+ years in Channel Management, Category Management, Trade Marketing (strategic), or Key Account Management roles within FMCG/food service/retail.
Proven experience building a plan from scratch (not only executing one) — e.g., JBP negotiation, category reviews, channel strategy decks.
Comfortable with data-driven decision-making (Nielsen/IRI/Circana, shopper insights, category dashboards).
Experience presenting/negotiating directly with retailer or distributor buying teams, not just internal stakeholders.
Bonus: exposure to HORECA/food service, B2B distributor-led channels, or OOH — shortens the learning curve significantly.
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