Channel Sales Head – Key Accounts

3 days ago

Pasig Central Post Office, Philippines NextGen Food Solutions Inc. Full time

Key Responsibilities

1. Channel Strategy & Planning

  • Develop and execute channel strategies for Modern Trade, HORECA, and Industrial segments.
  • Create annual business plans aligned with revenue, margin, and market share objectives.
  • • Identify white spaces, growth opportunities, and new account acquisitions.
  • • Lead segmentation, route-to-market optimization, and portfolio expansion planning.

2. Key Account Management

  • Manage national and regional key accounts, including supermarkets, hotels, restaurants, catering groups, and industrial buyers.
  • Lead negotiations on pricing, terms, rebates, and Joint Business Plans (JBP).
  • Build and maintain strong relationships with decision-makers and influencers.
  • Resolve operational or service-level issues proactively to ensure account satisfaction.

3. Sales Performance Management

  • Achieve revenue, volume, and profitability targets across assigned channels.
  • Monitor and report on sales performance, forecasting accuracy, and pipeline health.
  • Optimize trade investments, promotional campaigns, and ROI across channels.

4. People Leadership

  • Lead and coach a team of Key Account Managers/Specialist, Modern Trade Executives, HORECA Specialists, and Industrial Sales Officers.
  • Set performance objectives, provide coaching, and drive capability-building initiatives.
  • Foster a high-performance, collaborative, and accountable sales culture.

5. Cross-functional Collaboration

  • Work with Supply Chain to ensure product availability and service levels.
  • Collaborate with Marketing for channel-specific activations, promotions, and merchandising.
  • Partner with Finance on pricing, margin management, and P&L oversight.
  • Align with Trade Marketing for planograms, displays, and in-store execution standards.

6. Customer & Market Insights

  • Monitor market trends, competitor activities, and shopper behavior across channels.
  • Leverage insights to optimize assortment, pricing, and promotional strategies.
  • Tailor solutions to meet channel-specific needs, including bulk packaging for industrial clients or menu-specific SKUs for HORECA.

7. Operational Excellence

  • Ensure timely order fulfillment, replenishment, and accurate account documentation.
  • Manage credit, AR collections, and compliance with trading terms.
  • Drive continuous improvement initiatives for operational efficiency and service quality.

8. Reporting & Business Reviews

  • Prepare monthly and quarterly business reviews for executive leadership.
  • Track and analyze KPIs: sales growth, distribution, profitability, forecast accuracy, and promotional ROI.
  • Provide actionable recommendations to accelerate channel performance.

Job Type: Full-time

Benefits:

  • Company car
  • Employee discount
  • Free parking
  • Health insurance
  • Paid training

Education:

  • Bachelor's (Preferred)

Experience:

  • in Key Account / Channel Sales leadership roles: 5 years (Required)

Work Location: In person

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