Background

Mini Group is a dynamic, multi-industry conglomerate with a strong presence across East Africa. We specialize in diverse sectors including baking, real estate, construction, telecommunications, energy, auto spares, hospitality, manufacturing, trading, and microfinance.

Position Summary

Reporting to the Commercial Manager, the Channel Manager will have full commercial accountability for the assigned product category, including channel strategy, portfolio management, pricing, promotional planning, and key customer relationships. The role serves as Generic Brands Limited’s principal commercial representative to buyers and category decision-makers across major retail partners. The successful candidate will be responsible for translating channel intelligence into actionable commercial strategies while supporting procurement planning and overall business performance.

Key Duties & Responsibilities

Channel Strategy & Portfolio Management

• Develop and own the annual channel plan covering assortment, pricing strategy, promotional calendar, and distribution targets by account and channel.
• Review SKU performance and recommend additions, delistings, and prioritisation changes based on sell-through, margin, and distribution data.
• Analyse market trends, competitor activity, and consumer behaviour to identify category growth opportunities.
• Provide structured demand forecasts and margin guidance to support procurement and supply chain planning.

Key Account Management

• Manage commercial relationships with key retail accounts including major supermarket chains and retail partners.
• Conduct structured monthly business reviews with buyers covering performance, promotions, distribution gaps, risks, and forward plans.
• Negotiate and close commercial agreements including pricing, listings, promotional contributions, shelf space, rebates, and credit terms.
• Identify and execute growth opportunities including new SKUs, range extensions, secondary placements, and promotional activations.

Sales Team Leadership & Coordination

• Directly manage Sales Team Leaders within the channel and set quarterly revenue, distribution, and execution targets.
• Cascade weekly and monthly performance milestones aligned to channel objectives.
• Conduct weekly performance reviews and structured monthly one-on-one sessions.
• Coordinate with the Hypermarkets & Procurement Manager to align execution, activations, and in-store priorities.

Financial Accountability & Performance Management

• Prepare monthly category performance reports covering actual versus target performance by account and SKU.
• Ensure all pricing, rebate, and promotional agreements are documented and approved before implementation.
• Notify Finance of commercial changes before execution to ensure accurate financial tracking.
• Maintain accountability for category revenue, margin, and growth performance.

Market & Competitive Intelligence

• Monitor competitor activity including pricing, promotions, product launches, distribution changes, and market share movements.
• Prepare quarterly channel intelligence reports covering market trends, category growth insights, competitor threats, and strategic opportunities.
• Translate market intelligence into actionable channel strategies and account-level responses.

Reporting & Governance

• Submit monthly Channel Performance Reports covering revenue, gross margin performance, distribution, listings, promotional effectiveness, key account developments, and risks.
• Ensure proper documentation of all commercial agreements, pricing changes, promotional terms, and credit arrangements.
• Participate in structured performance review meetings with senior management as required.

Qualifications & Experience

• Bachelor’s Degree in Business Administration, Marketing, Commerce, Supply Chain, or a related field.
• Master’s Degree in Business Administration or related discipline is an added advantage.
• Professional certification in Sales, Marketing, Category Management, or FMCG is desirable.
• Training in Key Account Management, Trade Marketing, or Commercial Strategy is an added advantage.
• Minimum 7–10 years’ experience in FMCG sales, category management, or key account management.
• Proven experience managing Food & Beverage or fast-moving consumer goods categories.
• Strong track record in negotiating with major retail chains and managing buyer relationships.
• Experience in pricing strategy, trade promotions, assortment planning, sales team leadership, and field execution management.

Key Skills & Competencies

• Strong channel management and commercial strategy development skills.
• Excellent key account management and retail negotiation skills.
• Strong analytical and data-driven decision-making ability.
• Good understanding of pricing, margin, and trade promotion management.
• Strong market and competitive intelligence analysis skills.
• Sales leadership and team coordination ability.
• Excellent commercial acumen and business judgment.
• Strong communication and stakeholder management skills.
• Ability to translate data into actionable commercial insights.
• Strong execution discipline in a fast-paced FMCG environment.

• Develop and own the annual channel plan covering assortment, pricing strategy, promotional calendar, and distribution targets by account and channel.
• Review SKU performance and recommend additions, delistings, and prioritisation changes based on sell-through, margin, and distribution data.
• Analyse market trends, competitor activity, and consumer behaviour to identify category growth opportunities.
• Provide structured demand forecasts and margin guidance to support procurement and supply chain planning.
• Manage commercial relationships with key retail accounts including major supermarket chains and retail partners.
• Conduct structured monthly business reviews with buyers covering performance, promotions, distribution gaps, risks, and forward plans.
• Negotiate and close commercial agreements including pricing, listings, promotional contributions, shelf space, rebates, and credit terms.
• Identify and execute growth opportunities including new SKUs, range extensions, secondary placements, and promotional activations.
• Directly manage Sales Team Leaders within the channel and set quarterly revenue, distribution, and execution targets.
• Cascade weekly and monthly performance milestones aligned to channel objectives.
• Conduct weekly performance reviews and structured monthly one-on-one sessions.
• Coordinate with the Hypermarkets & Procurement Manager to align execution, activations, and in-store priorities.
• Prepare monthly category performance reports covering actual versus target performance by account and SKU.
• Ensure all pricing, rebate, and promotional agreements are documented and approved before implementation.
• Notify Finance of commercial changes before execution to ensure accurate financial tracking.
• Maintain accountability for category revenue, margin, and growth performance.
• Monitor competitor activity including pricing, promotions, product launches, distribution changes, and market share movements.
• Prepare quarterly channel intelligence reports covering market trends, category growth insights, competitor threats, and strategic opportunities.
• Translate market intelligence into actionable channel strategies and account-level responses.
• Submit monthly Channel Performance Reports covering revenue, gross margin performance, distribution, listings, promotional effectiveness, key account developments, and risks.
• Ensure proper documentation of all commercial agreements, pricing changes, promotional terms, and credit arrangements.
• Participate in structured performance review meetings with senior management as required.

• Strong channel management and commercial strategy development skills.
• Excellent key account management and retail negotiation skills.
• Strong analytical and data-driven decision-making ability.
• Good understanding of pricing, margin, and trade promotion management.
• Strong market and competitive intelligence analysis skills.
• Sales leadership and team coordination ability.
• Excellent commercial acumen and business judgment.
• Strong communication and stakeholder management skills.
• Ability to translate data into actionable commercial insights.
• Strong execution discipline in a fast-paced FMCG environment.

• Bachelor’s Degree in Business Administration, Marketing, Commerce, Supply Chain, or a related field.
• Master’s Degree in Business Administration or related discipline is an added advantage.
• Professional certification in Sales, Marketing, Category Management, or FMCG is desirable.
• Training in Key Account Management, Trade Marketing, or Commercial Strategy is an added advantage.