Channel Development Manager - Modern Trade

About the role

The Channel Development Manager – Modern Trade is responsible for shaping growth strategies across both modern and traditional trade channels. You will own the Integrated Commercial Planning (ICP) process, aligning brand, customer, and distributor sales plans to meet annual business targets while leveraging shopper insights to drive sell‑out and brand visibility.

Key responsibilities

• Own and execute the ICP across all trade channels, ensuring alignment of stakeholders and implementation of Revenue Growth Management and 5P strategies.
• Optimize trade investments and promotional calendars to maximize ROI and satisfy customer requirements.
• Lead forecasting and monthly business processes with sales teams, aligning volume commitments with operational planning.
• Identify growth opportunities, market trends, and competitive insights to develop winning commercial strategies.
• Coordinate trade execution, including trade plans, promotions, POP materials, and distributor activities to achieve sell‑out and growth targets.
• Develop clear communication tools and execution guidelines for distributor sales and merchandising teams.

Required profile

• Bachelor’s degree in Business, Marketing, Management or related field (Master’s preferred).
• 5+ years of experience in sales and/or marketing, preferably within FMCG.
• Proven success in customer‑facing commercial roles.
• Strong understanding of customers, sales processes, and business growth strategies.

Required skills