Channel Sales Manager

Company Description

Who we are?

JDE Peet's (JDEP) is the world's largest pure-play coffee and tea company by revenue, reported at € 8.2 billion in 2023. With origins dating back to 1753, we are headquartered in the Netherlands, with a global workforce of over 21,000 associates. We unleash the possibilities of coffee and tea in more than 100 countries with a portfolio of over 50 brands that cover the entire category landscape, including L'OR, Peet's, Jacobs, Senseo, Tassimo, Douwe Egberts, OldTown, Super, Pickwick and Moccona.

JDEP operates in APAC across four key business divisions: consumer packaged goods (CPG), an F&B cafe business under the OldTown White Coffee brand, and two out-of-home units:  Food Ingredients & Food Services that delivers non-dairy creamers (NDC) and coffee products for the F&B sector, and Professional Services for B2B customers.

True to our mission of delivering "a coffee or tea for every cup", JDE Peet's diverse brand portfolio in Asia Pacific (APAC) includes global billion-dollar brands such as L'OR, regional heroes like Moccona, as well as local and heritage jewels that tap into the unique tastes and preferences of consumers in this diverse region. These include much-loved heritage brand OldTown, mixes pioneer SUPER, Maxwell House, Owl and Ye Ye, as well as specialty brands Hummingbird in New Zealand, and Campos in Australia.

Across APAC, we operate commercial offices in Australia, Greater China, Malaysia, Myanmar, New Zealand, Singapore, and Thailand. Our regional hub for manufacturing, supply and R&D is located in Johor, Malaysia, which also roasts all coffee for Asia markets. Our manufacturing footprint also covers Ipoh, Malaysia, Myanmar, Thailand, China, Australia, and New Zealand.

Situated in Singapore, the Singapore ADM cluster serves as a strategic base for expanding JDE Peet's presence in the Asia region, including in Indonesia and the Philippines, as well as international export markets. Singapore also serves as the APAC Corporate headquarters, and is the hub for regional corporate functions such as Finance, Internal Controls, Marketing, Human Resources and Corporate Affairs.

Growing together to create a better future

Our belief is that together, through the power of our brands, we can unite our actions to deliver impactful change and be a 'force for better'. The JDE Peet's Common Grounds programme embodies our ambition to positively impact People, our Planet, and the future of coffee and tea through its three pillars: Responsible Sourcing, Minimising Footprint, and Connecting People.

Through Common Grounds, we work with farming communities, suppliers, NGOs and governments to continuously improve the social and environmental conditions in origins where coffee, tea and palm oil are grown.  Since 2015, our projects have reached over 700,000 farmers to improve their productivity, profitability and sustainability.

What's it like to work at JDE Peet's?

We are people united by the power and possibility of tea and coffee. At JDE Peet's, we thrive on the freedom to pursue opportunities, provoking new ideas to make an impact at scale.

We are a values-driven organization led by our core values of Discipline, Simplicity, Accountability, Solidarity and Entrepreneurship. To ensure each individual has the opportunity to make an impact in the world of coffee and tea, we offer our associates a range of learning and development programmes to support their personal growth.

At JDE Peet's, we believe it's amazing what can happen over a cup of coffee or tea.

Job Description

The Channel Sales Manager is responsible for driving growth and profitability across a portfolio of key retail customers. This includes full ownership of the customer P&L, developing and executing tailored sales strategies, and building long-term strategic partnerships.

The Channel Sales Manager also leads the Key Account Management team, providing direction and support to ensure business objectives are achieved and market opportunities are effectively pursued through cross-functional collaboration and strong on-ground execution.

Responsibilities

• Lead and manage a team of Key Account Managers (Supermarket/Hypermarket/Convenience), ensuring effective account management, consistent sales execution, and achievement of sales targets.
• Develop and implement sales strategies that align with overall business growth objectives and aim to meet or exceed predefined sales goals.
• Drive customer satisfaction by building and maintaining strong, long-term partnerships with key retail accounts.
• Analyze sales performance, consumer trends (e.g., Nielsen Market Share), and promotional effectiveness to inform strategic decisions.
• Identify growth opportunities and create channel-specific plans to achieve targets in sales, revenue, distribution, and profitability.
• Manage account profitability and optimize Trade Related Expenses (TRE) to ensure efficient resource allocation.
• Develop Annual Business Plans and Joint Business Plans (JBP), negotiate trading terms, and align with the Country Manager on key decisions.
• Plan and execute promotional campaigns and oversee all related activations to ensure timely and effective market presence.
• Ensure timely submission of Sales Fundamentals Approval Process documentation.
• Collaborate with the Field Operations to support regular in-store activities and ensure high standards of execution across retail outlets.
• Oversee Business Reviews with retailers to provide performance updates and align on forward-looking plans.
• Lead monthly and weekly stock forecast reviews to maintain optimal inventory levels and support sales planning

Qualifications

• Bachelor's degree in any discipline.
• Minimum of 8 years' experience in Key Account Management within the FMCG industry.
• Strong expertise in key account management, including areas such as Joint Business Planning, Stock Forecasting, Trade Spend Optimization, Account Management, and Customer Relationship Development.
• Proven experience in promotion planning and budgeting.
• Proficient in analyzing market research reports (e.g., Nielsen).
• Hands-on, driven, and proactive approach to work.