Head of Channel and Category Development

Description

Job Overview

Role Responsibilities

• Develop and implement category and channel strategies to achieve sales, revenue, profitability, and market share targets across all HoReCa segments.
• Lead and manage Category Managers and Business Development Managers, ensuring alignment with commercial objectives and business priorities.
• Drive category growth through portfolio optimization, assortment planning, and identification of new business opportunities.
• Build and maintain strategic relationships with suppliers, manufacturers, and key customers to strengthen business performance and competitive positioning.
• Develop and execute pricing strategies to maximize profitability while maintaining market competitiveness.
• Collaborate with the Sales team to ensure effective execution of category plans, customer penetration initiatives, and achievement of sales targets.
• Monitor category and channel performance, analyzing sales trends, profitability, customer demand, and market opportunities to drive business growth.
• Lead new product introductions, portfolio expansion initiatives, and category development projects to support revenue growth objectives.
• Work closely with Supply Chain, Procurement, and Finance teams to ensure product availability, inventory optimization, and efficient commercial execution.
• Establish and monitor category and channel KPIs, preparing business reviews and strategic recommendations for senior management to support decision-making and continuous improvement.

Strategy & Planning

• Collaborate in the development and execution of the Division’s ABCs and OKRs, ensuring alignment with other Functions' leadership.
• Make critical decisions that support the Division's strategic and tactical direction.
• Develop plans for respective functions/teams, providing inputs that align with and support the Division’s goals and objectives.
• Delegate tactical responsibilities to emerging leaders within the Division, enhancing succession planning.
• Measure and track relevant OKRs and metrics to ensure goal achievement and take corrective actions when necessary.

People Management

• Set clear performance objectives, offer necessary support, and regularly evaluate and provide feedback to direct reports for continuous development.
• Actively participate in the identification and recruitment of key talent for the function.
• Provide clear direction, prioritize tasks, delegate responsibilities, and monitor workflow.
• Create opportunities for team members to contribute to improvement, innovation, and knowledge-sharing initiatives.

Budget Management

• Own the budgeting cycle and proactively contribute to the budgeting process.
• Manage departments effectively within budget, providing accurate reports on progress and challenges encountered.
• Formulate strategies that drive positive financial impact while mitigating financial and operational risks.
• Governance and Resilience:
• Adhere to all relevant policies, procedures, and processes, ensuring consistent and controlled execution of daily tasks.
• Contribute to identifying opportunities for continuous improvement in processes and practices to enhance operational effectiveness.
• Foster a high-performance work environment and actively promote company values.

Minimum Requirements

• Bachelor’s degree (required) in Business Administration, Marketing, Supply Chain, or a related field.
• Master’s degree (preferred) in Business Administration or related discipline.
• 8 – 10 years of relevant experience in category management, channel development, or commercial leadership roles, preferably in FMCG, food service, or HoReCa.

Working Environment