Channel Manager

Job Description

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.

Qualifications

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.
  
  

• 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.
  
  

• 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.