Channel Development Leader – Modern Trade

Requirements

• A minimum of 8 years’ experience in Key Account Management or commercial business development within FMCG, with a proven track record of driving channel growth.
  
• Proven leadership and people management capabilities, with demonstrated experience coaching, mentoring, and developing high-performing sales teams.
  
• A Bachelor’s degree or university equivalent (an MBA or relevant advanced degree is considered an added advantage).
  
• Strong commercial acumen and financial rigor, with expertise in joint business planning (JBP), revenue management, trade spend efficiency, and demand forecasting.
  
• A collaborative mindset with exceptional negotiation, stakeholder management, and relationship-building skills to engage key retail partners at top-to-top levels.
  

Responsibilities?

• Drive Quality Channel Growth: Deliver sustainable volume and value growth for the Modern Trade channel by creating, executing, and course-correcting short- and long-term customer plans via the demand planning process.
  
• Customer Engagement & Strategic Partnerships: Establish Mars as the partner of choice across key accounts through robust customer engagement frameworks, business reviews, and Top-to-Top executive meetings.
  
• Distributor Management: Collaborate closely with our Modern Trade distributor to align on strategic channel goals, co-deliver on Joint Business Plans (JBPs), and ensure seamless cross-functional support from the broader Mars organization.
  
• Revenue & Trade Spend Management: Ensure disciplined execution of trade spend and channel revenue management principles to maximize ROI and profitability.
  
• Team Leadership & Associate Development: Line manage and inspire an account team of 3 Key Account Managers, establishing clear objectives, measuring performance, and driving robust career development plans.