Foodservice Channel Manager – Strategic Channels

Our client is one of the largest food and beverage companies in the world. They are a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. While they are co-headquartered in Chicago and Pittsburgh, their brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

Responsibilities:

Strategy Development & Execution:

• Develop & execute a Channel strategies for strategic channels, namely QSR, FSR, Hotels which should be aligned to the overall strategy of Foodservice SSEAHK.
• Define NPD and L&L opportunities that we can bring to our key customers in these respective channels.
• Ensure business processes are in place to support the tools required to execute against the channel/customer strategies.

Customer Management:

• Build and maintain relationships with key influencers, decision makers with regional key customers in SSEA.
• Create and drive JVP with regional Key Accounts like Jollibee, Burger King, McDonalds, Subway, etc., aligned to our strategic ambition.
• Develop Key Account Management program for local country sales teams (including distributors).
• Lead & directly execute QSR/FSR/Hotel plans from International Zone Foodservice.
• Liaise with International Zone Foodservice for global QSR contracts, participate & negotiate contracts with QSR tenders.
• Drive value-creation initiatives/solutions with QSR/FSR/Hotel Key Accounts (e.g. insight-drive menu ideation).
• Gain a deep understanding of customer needs, strategies, consumer/market insights, and business drivers and use these to develop clear customer account plans that are aligned with
• commercial targets (e.g. NSV, CMA).

Financial:

• Achieve NSV & CCMA objectives in the AOP.
• Effectively manage D&A & A&P allowances to yield the highest NSV.
• Ensure Strategic channels QSR FSR Hotels are achieving its sell-out targets in core countries – PH, TH, HK, MY, SG.

Supply Chain:

• Manage NPD and L&L opportunities for strategic channels (QSR, FSR, Hotel) in SSEAHK.

Market Intelligence:

• Set up systems to ensure best in class sales intelligence (market, competitor activity) is gathered and analysed by Foodservice Marketing for inclusion in the S&OP process.

Leadership, Organization & Team Development:

• Create/enhance the Channel Management programs for key accounts.
• Train and develop local sales team in core countries on key account management and execution of channel strategies.

Requirements:

Education:

• Bachelor’s degree in business discipline.
• Fluent in both spoken and written in English.

Industry Experience:

• At least 10 years sales experiences in multinational FMCG with at least 5 years of Key Account Management experience in the QSR/FSR/Hotel channel.

Technical/Functional

• Strong skills in Key Account Management.

Expertise:

• Proficient in Foodservice trading terms.
• Results driven. Effectively works under pressure towards delivering stretch targets.
• Working knowledge of finance and its effect on both end customer and supplier.
• Objective analytical skills. Ability to analyze and use data and solve problems.
• roficient in negotiation.
• Results-oriented, Team player.
• Strategic business skills and acumen.
• Clarity of thought and strong communication skills.
• Extrovert with pleasing personality