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Channel Sales Head - General Trade

Manila Permanent PHP200,000 - PHP250,000 per year Work from Home or Hybrid View Job Description
The Channel Sales Head for General Trade is responsible for developing and executing strategies that grow distribution, availability, and visibility of the company's FMCG food product portfolio across general trade channels. This role leads nationwide distributor management, drives volume and value targets, and ensures strong in-store execution through effective sales operations and people leadership.
  • Multinational Company
  • Rapid Expansion

About Our Client

One of the biggest global players in the FMCG space

Job Description

1. Channel Strategy & Execution

  • Develop and implement annual general trade channel strategies aligned with overall business objectives.
  • Lead the creation of route-to-market (RTM) frameworks, including distributor coverage, territory assessments, and optimization.
  • Drive channel-specific programs to increase numeric and weighted distribution.



2. Sales Management & Achievement

  • Own and deliver monthly, quarterly, and annual sales targets (volume, value, profit).
  • Manage trade investments, discounts, and promotions to ensure optimal ROI.
  • Monitor channel performance, competitive activity, and recommend strategic adjustments.



3. Distributor & Account Management

  • Lead nationwide distributor management, including recruitment, onboarding, performance reviews, and compliance to KPIs.
  • Negotiate trading terms, inventory norms, credit limits, pricing, and penalties.
  • Strengthen long-term partnerships with distributors and key stakeholders in general trade.



4. Field Execution & Operations

  • Oversee daily field operations including demand planning, shipment coordination, inventory management, and order fulfillment.
  • Ensure visibility, merchandising standards, and product availability across retail touchpoints.
  • Implement Perfect Store strategies and track execution KPIs.



5. Leadership & Capability Building

  • Lead, coach, and develop a team of regional sales managers, area sales managers, and field sales representatives.
  • Build a high-performance culture focused on discipline, accountability, and commercial excellence.
  • Identify capability gaps and implement training and development plans.



6. Data, Reporting & Insights

  • Drive data-led decision making using sell-in/sell-out analysis, market insights, and distributor dashboards.
  • Provide timely and accurate sales forecasts, business reviews, and channel performance reports.
  • Monitor competitor activities and identify opportunities for growth or differentiation.

The Successful Applicant

Education & Experience

  • Bachelor's degree in Business, Marketing, or related field; MBA is a plus.
  • 8-12 years of experience in FMCG sales, with at least 3 years in a leadership role managing general trade.
  • Strong distributor management and RTM experience in the food category preferred.



Skills & Competencies

  • Strong leadership and people management
  • Commercial acumen and negotiation skills
  • Deep understanding of GT channel dynamics
  • Data-driven decision making and analytical capability
  • Excellent relationship and stakeholder management
  • Strong execution, planning, and problem-solving skills

What's on Offer

1. Strategic Leadership Scope
You will have full accountability for shaping and implementing the company's general trade strategy nationwide, allowing you to influence distribution expansion, commercial execution, and overall business performance at a strategic level.

2. Significant Commercial Impact in a Core Business Segment
General trade represents a critical growth engine for the company. In this role, your leadership will directly contribute to volume growth, market share improvement, and stronger in-store presence across key regions.

3. Executive Exposure and Influence
The position provides consistent engagement with senior management, offering the opportunity to present insights, influence decision-making, and contribute to broader commercial priorities.

Contact
Dex Vergara
Quote job ref
JN-012026-6923046
Phone number
+63 02 7795 2800

Job summary

Function
Sales
Sub Sector
Channel Sales
What is your area of specialisation?
FMCG (Fast Moving Consumer Goods)
Location
Manila
Job Type
Permanent
Consultant name
Dex Vergara
Consultant contact
+63 02 7795 2800
Job Reference
JN-012026-6923046
Work from Home
Work from Home or Hybrid

Diversity & Inclusion at Michael Page

We don't just accept difference - we celebrate it. We encourage applicants from all backgrounds to apply for this role and are committed to building inclusive, diverse workplaces where everyone can thrive. If you require any support or reasonable adjustments during the recruitment process, please let us know.