Channel Manager

JOB DESCRIPTION: Core Job Responsibilities: 1. Business Growth & Customer Leadership Strategic Customer Management • Lead and develop strategic partnerships with key pharmacy customers and retail chains to drive profitable growth and category leadership. • Establish and execute Joint Business Plans (JBP) and customer scorecards aligned with organizational objectives. • Conduct regular Top-to-Top engagements, business reviews, and performance discussions with customers. • Drive customer negotiations and secure business opportunities to achieve sales, market share, and profitability targets. • Lead customer-specific business analysis and develop insights-based growth strategies. • Continuously identify emerging market opportunities, competitive threats, and customer needs to strengthen channel performance. Sales & Market Share Delivery • Deliver annual sales, market share, distribution, and profitability objectives for the Pharmacy channel. • Develop and execute commercial action plans to accelerate growth and strengthen category leadership. • Monitor business performance, identify risks and opportunities, and implement corrective actions to ensure target achievement. • Ensure effective investment management and optimize trade spending to maximize return on investment. 2. Channel Development & Execution Excellence Channel Strategy & Go-to-Market Excellence • Develop and execute comprehensive channel strategies, Route-to-Market (RTM) initiatives, and customer development plans to accelerate growth. • Lead the design and deployment of differentiated channel programs aligned with business objectives. • Drive channel-specific Go-to-Market (GTM) strategies and ensure effective execution across all pharmacy customer segments. • Evaluate evolving market dynamics and recommend strategic interventions to improve channel competitiveness. In-Store Excellence & Sales Fundamentals • Ensure superior execution of all customer and channel initiatives through strong field deployment and compliance. • Drive excellence in product availability, distribution, shelf visibility, share of shelf, share of display, and promotional execution. • Conduct regular market visits, customer reviews, and execution audits to identify improvement opportunities. • Partner with merchandising and field sales teams to strengthen in-store presence and customer experience. • Lead monthly business reviews and deployment of key priorities to ensure flawless execution 3. Commercial Planning & Cross-Functional Collaboration Business Planning and Forecasting • Lead annual and quarterly business planning processes for the channel. • Develop accurate sales forecasts and demand plans in collaboration with Supply Chain and Demand Planning teams. • Monitor inventory health, stock availability, and service levels to ensure uninterrupted business operations. • Review supply plans and proactively mitigate supply risks impacting channel performance. Cross-Functional Leadership • Collaborate with Trade Marketing, Commercial Excellence, Finance, Supply Chain, Regulatory, and Sales teams to deliver business objectives. • Translate customer and market insights into actionable recommendations and business-building initiatives. • Provide channel expertise and strategic inputs to support broader commercial planning and portfolio initiatives. • Ensure alignment between internal stakeholders and customer requirements to drive effective execution. 4. Customer & Distributor Management Customer Excellence • Maintain strong customer relationships built on trust, collaboration, and long-term partnership. • Lead customer engagement activities to strengthen strategic alignment and business outcomes. • Resolve customer issues proactively and ensure high levels of customer satisfaction. 5. Team Leadership & Organizational Developmen t People Leadership • Build, lead, and inspire a high-performing team capable of delivering sustainable business results. • Coach and develop direct reports to strengthen commercial, leadership, and execution capabilities. • Conduct regular performance reviews and establish clear development plans for team members. • Foster a culture of accountability, collaboration, agility, and continuous improvement. Talent & Succession Management • Identify, develop, and retain high-potential talent through structured coaching and developmental assignments. • Lead succession planning initiatives and build organizational capability for future business needs. • Assess capability gaps and implement targeted learning and development interventions. • Support talent review processes and contribute actively to sales leadership talent discussions. 6. Governance & Business Stewardship • Ensure compliance with company policies, regulatory requirements, and commercial governance standards. • Drive disciplined management of trade investments, budgets, and business resources. • Maintain accurate reporting, forecasting, and performance tracking mechanisms. The base pay for this position is N/A In specific locations, the pay range may vary from the range posted. JOB FAMILY: Sales Force DIVISION: ANI International Nutrition LOCATION: Malaysia > Selangor : Imazium, No. 8, Jalan SS 21/37 ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Not specified MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Not Applicable