Channel Manager

Role Purpose

Lead channel strategy and execution to accelerate sustainable, profitable growth in the market. The role converts customer, market, channel and performance data into clear commercial choices; constructively challenges existing plans; and aligns Sales, Marketing, Supply Chain, Finance and other functions behind actions that improve customer value, channel health, demand quality and in-market results.

Key Accountabilities

• Own the channel growth agenda, using sales, customer, market-share, demand, margin and execution insights to identify opportunities, risks and required interventions.
• Translate business strategy into differentiated channel plans, including customer segmentation, route-to-market priorities, portfolio focus, activation and capability requirements.
• Act as the integrator across Sales, Marketing, Supply Chain and Finance, ensuring commercial plans are realistic, executable and aligned to supply, investment, profitability and customer needs.
• Challenge assumptions and performance gaps with facts and insights; lead root-cause analysis and drive timely corrective actions.
• Shape resource and investment prioritization within the channel, balancing growth, cost-to-serve, return on investment and strategic customer value.
• Lead channel performance reviews and create clear visibility of outcomes, risks, decisions and accountabilities for leadership stakeholders.
• Improve ways of working, processes and tools that strengthen planning quality, customer execution and decision speed.
• Lead cross-functional projects and, where applicable, coach team members to build commercial, analytical and customer-facing capability.
• Build trusted relationships with key internal and external stakeholders, bringing the external customer and market perspective into business decisions.
• Ensure all channel activities comply with relevant company policies, regulatory requirements and stewardship standards.  

Capabilities

• Strategic commercial thinker who connects data, customer insight and field reality to business outcomes.
• Confident challenger who can influence senior stakeholders without formal authority.
• Strong cross-functional leadership, with the ability to align competing priorities around a shared result.
• Sound analytical and financial acumen, including interpretation of sales, margin, demand, customer and return-on-investment measures.
• Skilled in translating strategy into focused, measurable execution.
• Comfortable operating independently in a fast-changing commercial and regulatory environment.
• Effective coach and collaborator across levels and functions.

Qualifications & Experience

• MBA in Marketing, Business, Agriculture or a related discipline preferred.
• 5–7 years’ relevant experience in channel management, sales, commercial excellence, marketing or customer development.
• Demonstrated experience using insights and performance metrics to influence commercial decisions and deliver measurable results.

Experience leading cross-functional initiatives and managing complex stakeholder relationships.