Job Description

Roles & Responsibilities

Channel Expansion & Market Development

Identify and develop new business opportunities across the Food Service channel.
Expand market presence by onboarding new distributors, partners, and key accounts.
Drive penetration into underserved regions and customer segments.
Analyze market trends, customer needs, and competitor activities to identify growth opportunities.
Develop and execute strategic market entry and expansion plans aligned with business objectives.

Growth Strategy & Business Development

Develop and implement channel growth strategies to achieve revenue and market share targets.
Define sales targets, KPIs, and performance benchmarks for channel partners.
Create quarterly and annual business plans to support sustainable growth.
Design pricing strategies, trade programs, and partnership models to maximize profitability.
Conduct market research and competitive analysis to support strategic decision-making.

Partner & Key Account Management

Build and maintain strong relationships with distributors, food service operators, and strategic partners.
Act as the primary point of contact for key channel stakeholders.
Conduct regular business reviews and performance evaluations with partners.
Resolve partner concerns proactively while identifying opportunities for business expansion.
Ensure partner alignment with organizational goals, standards, and expectations.

Sales Performance & Revenue Growth

Drive sales growth through effective channel management and partner engagement.
Monitor channel sales performance, profitability, and operational efficiency.
Implement partner incentive and performance improvement programs.
Collaborate with internal sales teams to optimize channel productivity and customer coverage.
Track sales forecasts, budgets, and achievement against targets.

Market Intelligence & Reporting

Monitor market trends, competitor activity, and industry developments within the Food Service sector.
Gather and analyze market intelligence to support strategic planning.
Prepare regular reports on channel performance, revenue growth, and key KPIs.
Provide actionable insights and recommendations to senior leadership.

Cross-Functional Collaboration

Work closely with marketing teams on trade campaigns, promotions, and partner enablement initiatives.
Coordinate with operations and supply chain teams to ensure smooth execution and product availability.
Collaborate with finance teams on budgeting, forecasting, and ROI analysis.
Support product development teams with channel-specific feedback and market insights.

Desired Candidate Profile

Minimum 7 years of experience in Channel Sales, Business Development, or Market Expansion within the Food Service / FMCG industry.
Proven track record in driving channel growth, distributor management, and revenue generation.
Strong understanding of Food Service market dynamics, customer behavior, and competitive landscape.
Experience managing distributors, key accounts, and strategic partnerships.
Strong commercial acumen with the ability to develop and execute growth strategies.
Excellent negotiation, relationship management, and stakeholder engagement skills.
Strong analytical and problem-solving abilities with data-driven decision-making capability.
Ability to work cross-functionally in a fast-paced and dynamic environment.
Excellent communication, presentation, and leadership skills.

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