Channel Director - HoReCa Channel

• Lead the development and execution of the HoReCa channel strategy in line with the Annual Business Plan, with full ownership of channel P&L performance
• Drive revenue growth, profitability, market share and execution excellence across all HoReCa customer segments
• Lead and continuously evolve the route-to-market strategy in partnership with the Route to Market Manager, improving field sales effectiveness, structure, capability and automation
• Own and lead the annual customer negotiation process at Head Office level
• Ensure implementation of commercial policies and full compliance with customer contracts and internal processes
• Deliver accurate forecasting of channel volume, revenue and profitability in close collaboration with Demand Planning, including ownership of customer debtor management
• Build a high-performing, engaged organisation through strong leadership, coaching, communication and performance management
• Develop future talent through succession planning and capability building
• Drive continuous improvement in customer satisfaction and partnership
• Work closely with New Business Development to integrate new categories and growth opportunities into the channel

• Minimum 7+ years’ experience in FMCG sales with a strong track record of performance
• Minimum 3+ years’ experience in senior Sales or Commercial Management roles
• Educational qualification to third level in a business’ related discipline
• Proven leadership of both Key Account and field sales teams
• Strong understanding of the HoReCa market and route-to-market models
• Demonstrated ability to develop and execute multi-year strategic plans
• Excellent communication, influencing and negotiation skills at all organisational levels
• Strong leadership capability with a proven focus on people development and succession planning
• Results-driven, resilient, entrepreneurial and highly execution-focused
• Full, unrestricted driving licence

Experience leading complex, multi-layered sales organisations or business units

• Company car or car allowance
• Competitive bonus and reward schemes
• Contributory pension scheme
• Company share programme
• Life assurance and private health insurance
• Cycle-to-work scheme
• Access to global learning and leadership development programmes
• Local and international career progression opportunities
• Staff product discounts
• Additional days off
• Company phone
• Meal ticket
• Work with iconic brands