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Lead the development and execution of channel standards and the Picture of Success (PICOS) framework to drive commercial priorities and regional relevance. This role will distill agreed commercial priorities into actionable channel standards and KPIs, ensuring effective implementation through collaboration with Regional Sales & Trade MKT team, as wel as EOE (Excellence on Execution), ComEx (Commercial Excellence), Sales Capabilitiesl and D&T .

 

Lead the refreshment of channel segmentation to ensure alignment with evolving market dynamics and business objectives. By constantly innovating the content and deployment of channel standards, the manager will drive high-value business objectives in a data-driven manner, simplify user interfaces for broad adoption, and implement Revenue & Margin Growth (RMG) recommendations for value-driven growth.

 

Key Responsibilities:

Establish clear channel segmentation reflecting market dynamics and commerial priorities Lead PICOS process to set, review & update HVB channel standards, in line with ICP priorities, to drive higher / more profitable sales through the right regional variance and assortment optimization; provide guidance on optimal visibility investment through brand roles & value-driven visibility standards Drive utility and simplicity of HVB channel standards & sales support tools through content, coherence & engaging design across on & offline platforms, supporting development of a single integrated trade data platform at HVB & coordinate transition to Data Prime / Commercial One

Key requirements:

Bachelor’s degree in business administration, Economics, or a related field. FMCG industry commercial experience in MNC of min. 5 years trade marketing or sales background Good understanding of growth strategies within FMCG context; channel strategy, segmentation and analytics processes. Connected to current news & developments, actively demonstrates knowledge of broad business, retail and social/cultural trends Demonstrates practical knowledge how to obtain, analyze & apply shopper insights Good stakeholder management skills, understands and has practical experience how to engage with sales teams Team-player, knows how to generate support and manage cross-functionally without hierarchy, able to ask for help and recognize others’ contributions Well-organized and dependable, manages well timelines and milestones, creates visibility on projects & deliverables, communicates risks early and proactively manages alignment between stakeholders Flexibility to travel as assigned.