Emerging Channel Lead

The Emerging Channel Lead drives growth across Modern Trade and emerging channels such as HORECA, Semi‑Wholesale, and Entertainment outlets. This role is responsible for building channel strategies, developing key partnerships, leading commercial negotiations, and ensuring strong market execution, while also leading and developing a high‑performing team in a fast‑growing, dynamic environment.

 

 

 

 

• Develop strategic plans to grow JTI product presence & sales volume in Modern Trade, HORECA, Semi Wholesale, and other entertainment outlets.
• Define the role of each channel, collaborate with RTM team on go-to market models and growth roadmaps.
• Formulate the priorities and focus activities, and key enablers in each channel for achieving commercial objectives.

 

Business Planning

• Develop a good trading term or collaboration scheme that align with brand's objective while meeting the account's requirements. This requires business review, KPI agreement, or joint project to enhance partnership.
• Collaborate with marketing team to create channel specific campaigns and activation to drive product trial, visibility, and volume growth in these channels.
• Lead the negotiation with key banners or key potential partners to establish a mutual trading term or partnership agreement.

 

Commercial Performance 

• Set each channel sales volume targets and align with Commercial Planning team.
• Track and monitor performance , competitor activity, and consumer insights to refine channel strategy.
• Track and monitor the payment performance (AR), claim (AP), trade marketing budget utilization, market return, days of inventory  and escalate accordingly if any issues.

 

Leadership 

• Set, monitor, and review direct line managers' performance and design their development plans.
• Provide coaching to direct line managers, to build their capability and motivation
• Ensure team members' understand and comply with distributor's business processes and escalate accordingly if there's a violation. 

 

 

Requirements

• Minimum Diploma or Degree holder in Business Administration, Marketing  or any other related fields. 
• Having working experience with at least 8-12 years in sales, key accounts or HORECA, or trade marketing in FMCG shall be an added advantage.
• English communication (fair level).
• Knowledge of Microsoft Office, Excel (basic formula, such as H/VLOOKUP, IF, SUMIF and pivot usage is essential) and able to prepare slides via Power Point. 
• Able to lead the team & coordinate cross function, externally to deal with customers. Strategic & structured thinking, innovative & independent. Positive & open mind set, flexibility to change. Drives people and empower the team.