Commercial Channels Manager

Position Summary

The Commercial Channel Manager is responsible for developing and executing customer-centric commercial strategies that drive profitable growth across assigned pharmacy and specialty multi-channel (SMC) accounts. The role partners closely with key retail customers to deliver Joint Business Plans, optimize trade investments, and accelerate category growth through strong commercial acumen, data-driven decision making, and cross-functional collaboration. By fostering strategic partnerships and ensuring best-in-class execution across both offline and online channels, the role plays a critical part in achieving the company's commercial and brand objectives.

Responsibilties

• To practice “Strategic Key Account Management” Approach in managing the customers
• Develop and execute annual customer business plans to deliver sales, profitability and market share objectives.
• Lead commercial negotiations, including trading terms, promotional plans and annual agreements execution aligning with company objectives.
• Build strong partnerships with key customers through effective account management, Joint Business Planning (JBP) and regular business reviews.
• Manage customer P&L, sales performance, forecasting and trade investments to drive sustainable and profitable growth.
• Analyze sales performance, shopper insights and market trends to identify growth opportunities and optimize business strategies.
• Plan and execute customer promotions, new product launches and channel activations while evaluating their effectiveness and return on investment.
• Collaborate with cross-functional teams including Marketing, Finance, Supply Chain, In-market team and Education to ensure flawless execution of customer plans.
• Drive omnichannel growth by partnering with customers on both offline and online initiatives, including retailer media, CRM and eCommerce activations.
• Build and maintain strong relationships with key customer stakeholders while continuously identifying opportunities to expand the business. Draw out monthly promotion plan, review customer monthly/ yearly cumulative sales performance, the market and the category performance, promotion design, measurement tool and the promotion effectiveness evaluation
• In depth understanding of the key account retails sales strategy and operation mechanism, formulate key account strategy, goal and budget constraint, determine the business cooperation foundation & opportunity

Requirements

• Bachelor's Degree in Business, Marketing or a related discipline.
• Minimum 5 years of relevant commercial, sales or key account management experience, with at least 3 years in Key Account Management or Strategic Customer Management.
• Proven experience in strategic planning, commercial execution and stakeholder management.
• Experience in the pharmacy, beauty, FMCG or fast-paced retail industry is preferred.
• Experience managing modern trade, pharmacy or specialty retail accounts is an advantage
• Data-driven mindset with the ability to leverage sales performance, shopper insights and market trends to identify growth opportunities and make sound commercial decisions.
• Strong organizational and project management skills, with the ability to manage multiple priorities in a fast-paced environment.