Channel Manager – Food / Drug

Job Description

Career Opportunity with L’Oreal – Channel Manager – Food / Drug


  • Develop the channel strategy  and ensure that the KAM’s (Key Account Manager) are clear on what to follow wrt to channel brand strategy , pricing , promotion etc
  • Responsible for the Consumer Products Division range of brands within the specific channel of distribution with regards to achieving sales objectives , profit objectives , distribution objectives etc.
  • Assist the KAM ‘s (Key Account Manager’s) Trade negotiations for annual trading terms/promotional spends/Merchandise agreements to be aligned with the Channel Brand strategy  etc
  • Co-ordinate the Key Account Management Negotiation listings/ranging etc. within channels and liaise with Category management both internally and externally to secure shelf display.
  • Liaise with channels representatives/Merchandising/Category management to motivate for space in-store for Consumer Products Division brands and for the categories that Consumer Products Division plays in
  • Work with marketing to ensure channel plans correspond with above-the-line activity
  • Develop L’Oreal SA as the No.1 Partner with FMCG Retailers in South Africa but offering international perspective on local environment

External Responsibilities

  • Commercial ( Develop relationships with Snr Key Account Contacts and Merchandising executivess of the channels in which you participate)
  • Ensure that New Launches are achieved timeously – speed to market in line with channel /Brand strategy ( Present launches, negotiate distribution and launch package)
  • Planograms / Ranging ( Co-ordinate and send through account specific planograms)
  • Work with merchandising and Field team to develop Point of Sale ideas in line with channel strategy (Negotiate permanent Point Of Sale material)
  • Logistics (Manage OOS issues, forecast and manage returns)
  • Trade Marketing (Confirm demo promoter days with account, compile store bulletins)

Internal Responsibilities

  • Commercial – Allocation and Management of co-op spend in line with targets and business channel objectives
  • Co-ordinate the channel Forecasting ( Manage and Update account stock report)
  • Communication to various levels of the business (marketing management , supply chain etc of the relevant channel sales and promo analysis to maximise information for future growth-Analysis sell through data (monthly)
  • Ensure that the Admin of the key accounts team with regards to  promo provision forms, raise contract deal sheets , co-op etc is done



  • Store visits
  • Annual Zone visit and Zone visit preparation


  • Achieve volume and net turnover targets
  • Control discount & Average Nets (targets)
  • Control Co – Op ( Targets)
  • Debt control – liaising with debtors to ensure prompt payment
  • Maximise space & distribution in store
  • Account admin & forecasting

Skill Requirements

  • Strong Analytical skills
  • Excellent win/win negotiator at all levels from stores to senior management
  • Advanced Excel : reviewing and analyzing data, formula’s etc
  • Good/Advanced Powerpoint presentations skills
  • Good presentation skills
  • Understanding of AC Nielson
  • Self starter and self motivator
  • Team Player
  • Able to get  things done
  • Admin orientated ( all admin pertaining to the role)
  • Deadline orientated

Education & Experience

  • Preferably a tertiary education in Commerce/Marketing
  • Min 4-5 years Key account management in related channel and preferably across channels
  • Previous experience in multinational dealing with Multinational clients in the FMCG environment, preferably Health and Beauty.
  • Previous experience in formal Retail preferable