Modern Channel Manager

Description

Summary: Define and lead the development of the Modern Channel commercial strategy, positioning Bayer as the preferred partner by identifying unmet shopper needs and new opportunities. Highlights: 1. Lead the development of the Modern Channel commercial strategy for Bayer 2. Design and execute annual Sell Out and Sell In plans for assigned customers 3. Develop strong customer relationships to maximize product presence **Modern Channel Manager** **Purpose** ----------- Define and lead the development of the Modern Channel commercial strategy, positioning Bayer as the preferred partner for its business partners by identifying and developing unmet shopper needs, new opportunities, and additional business value through sustainable investments and activities. Design, manage, and execute the annual Sell Out plan based on Marketing and Shopper plans, while jointly building Trade Marketing plans to ensure achievement of business objectives through the coordination and implementation of all required processes and resources. Design and lead the Sell In plan for assigned customers, ensuring the development of strong customer relationships to maximize product presence in the market and contribute to business objectives. This role is accountable for gross sales, net sales, investments, returns, and accounts receivable indicators. Design development plans for both direct and indirect reports, when applicable, to ensure alignment with the business strategy and to build a high\-performing team. **Scope** --------- Local **Key Tasks / Responsibilities** -------------------------------- * Design the Modern Channel commercial strategy by identifying unmet shopper needs, market opportunities, and areas to create additional value with customers. * Develop, implement, and execute customers’ Business Plans, aligning CUEx (JBP) strategies and coordinating efforts with Trade Marketing, Marketing, Distributors, and the direct or third\-party Sales Force. * Manage the resources allocated to the channel (P\&I and G2N), maximizing financial results and increasing business profitability. * Lead sales analysis, planning, and forecasting, using information provided by BI/Commercial Excellence to identify opportunities and achieve Sell In and Sell Out objectives by customer. * Manage distributors and the third\-party sales force to ensure achievement of key commercial objectives at the point of sale, including distribution, active inventory, visibility, pricing strategy, business intelligence, and out\-of\-stock prevention. * Lead commercial and financial management with direct customers, ensuring delivery of Sell In objectives and compliance with gross\-to\-net sales targets, GTN investment, returns, invoice payments, and accounts receivable. * Co\-lead the distribution and channel development strategy with direct customers and channel managers, ensuring portfolio development and market share growth in the categories in which Bayer participates. * Co\-create Selling Stories together with the Marketing and Trade teams as tools to support category, brand, and product development. * Design development plans for both direct and indirect reports, when applicable, to ensure alignment with business strategy and the development of a high\-performing team. * Continuously review the business model and market dynamics to promote a culture of operational excellence and implement necessary changes to sustain Bayer’s market share growth. * Work in alignment with Bayer values by developing a high\-performing team, coordinating with the third\-party sales force on a consolidated business objectives matrix, and ensuring flawless execution in the channel. * Strengthen the Compliance culture within the team, business partners, and customers. **Key Working Relations** ------------------------- ### **Internal** Sales Presentation, planning, and coordination of activities and promotional plans for the channels under responsibility. Present sales results, analyses, and channel strategies to achieve objectives. Maintain continuous coordination with the sales team and distributors to ensure proper implementation of plans and accurate sales projection follow\-up. Business Intelligence Continuously analyze internal and external information to ensure that strategy, sales areas, people, and key KPIs are effectively driving return on investment and delivering channel objectives. Trade Marketing Coordinate and follow up on planned and implemented activities. Participate actively in the co\-creation of plans to be developed and executed at points of sale, including follow\-up on execution quality and results evaluation. Maintain strong coordination to ensure Sell Out objectives and adequate stock levels for each customer. Marketing \& Shopper Analyze and coordinate tactical and strategic action plans. Provide feedback on the impact of implemented activities and strategies, as well as competitor activities, based on business intelligence. Ensure alignment with each brand’s strategic plans and market performance. Responsible for sending, verifying, and following up on performance reviews of Sales Representatives or third\-party teams under responsibility. Order to Cash Ensure, jointly with the relevant teams, proper administrative management of direct customers and distributors, including purchase order invoicing, credit note payments, invoice payment follow\-up within established deadlines, and review and approval of returns in accordance with policy. Sales Administration Act as the point of contact for the implementation of commercial plans with assigned distributors or direct customers, as well as for the coordination of provisions, rebates, and commercial agreements. ### **External** Third\-Party Sales Force / Distributors Lead, monitor, and measure the correct execution of promotional and commercial actions in the Modern Channel. Follow up on results and planning. Build strong professional relationships through effective managerial negotiation and customer feedback. Logistics / Distribution Coordinate invoicing for distributors or direct customers, negotiation and handling of purchase orders, and communication and follow\-up to prevent sales losses. Business Owners / Managers Represent Bayer in negotiating the best commercial conditions to generate long\-term relationships and strengthen brand credibility. Present the portfolio, negotiate the annual plan including Sell Out and Sell In actions, secure sales, ensure correct product dispatch, and manage returns. Customer Marketing / Trade Marketing / Commercial Areas Serve as Bayer’s direct point of contact for the customer and its related functions to ensure proper implementation of commercial plans. Point of Sale Validate inventories, coordinate purchase order deliveries, verify product expiration dates, and ensure proper setup of POP material through the sales force team. **Qualifications \& Competencies** ---------------------------------- ### **Education** University degree in Business Administration, Commercial Management, Marketing, or related fields. ### **Complementary Training / Specific Knowledge** * Sales force administration and distributor management * Route\-to\-Market, Financial Analysis, and Trade Marketing Plans * Strategic mindset, data analytics, negotiation, and leadership * Knowledge and management of market information tools and reports such as IQVIA, Kantar, Nielsen, etc. * Intermediate English is desirable **Experience** -------------- * More than 10 years of experience in Sales within consumer goods companies is required, in roles such as Key Account Manager, Sales Supervisor, or Channel Specialist. * Strong knowledge of the Peruvian retail market is required. * Experience in Moms \& Pups channels and distribution strategies is required. **Período de aplicación:** 16 al 23 de Julio **Código de referencia:** 877176 **División:** Consumer Health **Ubicación:** Perú : Lima : Callao **Área funcional:** Marketing **Grado de posición:** VS 1\.1 **Tipo de empleo:** Permanente **Tiempo de trabajo:** Indefinido \- Full Time