Role purpose
This role sits in region, responsible for executing national channel strategy, setting the strategic direction, developing channel expertise, training the customer value proposition across channels in region. It is a critical enabler role to ensure effective execution of national channel strategy, provide regional sales director & his/her team with the tools they need to deliver upon the growth aspiration in identified channels and customers.
A key component of this role will be a collaborative approach using the combined skills/expertise of Global channel team/National channel team/Chefs to enable regional business to operate efficiently to ensure the development existing key accounts, growth of new key accounts and execution of packaged product & business solutions.
Role accountabilities
• Deploy relevant China / Global insights to support regional initiatives; own & champion local insights development for channel plans & selling solutions (e.g. Customer solutions or Product Value Propositions) and ensure these insights also get reflected to national marketing team.
• Develop and implement regional Channel Led Strategy with excellence in different channels through: a) Insights collection, identification & analytics. b) Channel management Techniques, Products & Solutions. c) Customer/Distributor cooperative demo/roadshow/townhall, etc.
• Develop & execute an annual local channel activity calendar of activities to improve regional sales efficiency and results, incorporating national and local campaigns, reviewing priorities quarterly for implementation.
• Manage regional MKT budget (A&P) and vendor payment operation.
• Provide new product application solutions innovation and packaged/tailormade solution to KA customers through credible insights & tangible value propositions through data collection and analysis.
• Build and maintain relationships with key influencers, decision makers and approvers in the customer’s organization – including business owners, senior executives, marketing, operations and R&D. Ensuring Fonterra is sort out as a leader in meaningful innovation and genuine business efficiency improvement.
• Provide Sales with channel insights/solution for Win & Retain/Grow accounts and manage distributor & wholesales cross Functional Support.
• Build and development regional channel development team to provide professional marketing supports and build up credibility for regional team in front of external customers and internal key stakeholders.
Qualification and experience
• 3-5 years’ experience, food & beverage related highly preferred.
• Strong business acumen, ‘entrepreneur’ mind-set
• Creative thinking capability – The ability to identify opportunities & develop value propositions
• Strong influencing & interpersonal skills. Proven at interacting positively with senior leaders or owners of businesses
• Functional team skills, able to work effectively in fast moving cross functional teams
• Adaptability – able to cope with change, think on their feet
• Organisation and prioritization skills – able to plan and self-organize

其他信息

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