Channel Development Manager

Description

• Develop differentiated customer value propositions and category growth stories based on shopper needs, customer economics and channel opportunities.

• Equip KAMs with evidence, selling stories and quantified recommendations for Joint Business Plans, reviews and negotiations.

• Demonstrate mutual value for customers and our business, strengthening our position as a strategic category partner.

 2. Category & Channel Strategy

• Own ANZ category and channel development across specialty pet retail, eRetail and veterinary channels.

• Use shopper, customer, category and competitor evidence to identify growth opportunities and channel priorities.

• Translate strategic choices into clear customer, trade and execution priorities for Sales and KAM teams.

• Build competitive advantage through differentiated assortment, pricing, promotion, activation and channel execution.

 3. Category Playbooks & Commercial Toolkits

• Develop simple category and channel playbooks covering growth drivers, customer priorities, assortment, pricing, promotion, shelf, point-of-sale, eCommerce and perfect-store standards.
• Turn strategy into practical tools that Sales and KAM teams can use in customer planning and execution.

 4. Commercial Analytics & Competitive Intelligence

• Identify the customer, channel and trade drivers behind performance using market, customer, scan, shopper and internal data.

• Track distribution, price, promotion, pack mix, channel performance and competitor trade activity.

• Create benchmarks and early-warning indicators, then translate findings into clear commercial actions.

 5. Price, Promotion & Revenue Growth Management

• Partner with Revenue Growth Management, Sales and KAMs on customer pricing, promotional mechanics and trade investment.
• Assess price gaps, promotion effectiveness, customer margin and gross-to-net investment to identify profitable growth opportunities.

• Recommend where to match, differentiate or avoid competitor activity and redirect investment toward higher-return programs.

Qualifications

Highest qualification: University

• Relevant tertiary qualification in business, commerce, marketing, economics or a related discipline.
• 5-8+ years’ experience in FMCG, consumer healthcare, retail, petcare or another data-rich commercial environment.
• Deep experience in customer development, trade marketing, category management, commercial strategy or revenue growth management.
• Proven ability to build customer value propositions, Joint Business Plans, category playbooks and customer-facing commercial narratives.
• Strong knowledge of Australian retail, eCommerce and multi-channel customer dynamics.
• Advanced analysis of customer sales, scan, shopper, pricing, promotion and trade-investment data.
• Strong commercial acumen across P&L, gross-to-net, margin, customer economics and contribution.
• Ability to turn evidence into clear choices, recommendations and execution.
• Strong communication, influencing and cross-functional leadership skills.