Channel & Category Manager, Ghana
To drive effective in-market execution of brand and commercial strategies, ensuring strong route-to-market performance, improved trade visibility, and sustainable sales growth across channels in Ghana
Ce ne dorim
Knowledge & Expertise
Strong understanding of the Ghana retail landscape, including modern and traditional trade dynamics
Proven commercial acumen with solid grasp of category management and route-to-market principles
Ability to analyze and interpret retail, shopper, and in-home consumption data
Strong knowledge of trade marketing, sales fundamentals, and business performance drivers
Skills & Competencies
Strategic thinking with the ability to translate vision into actionable plans
Strong analytical and data interpretation skills
High level of creativity and innovation in driving category and channel growth
Persuasive and influential, with strong stakeholder management capability
Entrepreneurial mindset with strong ownership and accountability
Results-driven with strong execution capability
Excellent verbal and written communication skills (internal and external)
Digital literacy and strong business analytics capability
Attitudes & Behaviours
Demonstrates an Owner’s Mindset
Strong commercial drive and performance focus
Passionate, proactive, and resilient
Qualifications & Experience
Bachelor’s degree in any discipline (MBA is an added advantage)
Minimum of 7 years’ experience in Sales, Shopper Marketing, or Trade Marketing
At least 2 years in a Sales managerial role
Minimum 2 years field sales experience
Ce oferim
FrieslandCampina offers you a place to be yourself. In an innovative work environment with facilities and support that are second to none, we welcome your skills, ideas and passion. Most of all we welcome you as the person you are and the person you want to be. Our mission is to liberate people to work smarter.
Our colleagues are diversified in ethnicity, gender and languages. Opportunities to work with all different functions and many more locally or abroad. We believe in people development where you chart your own path for your own career growth.
Our reward policies support FrieslandCampina’s values and business strategy by helping to attract, engage and retain the best possible talent at every level. We offer remuneration packages that recognize and reward individual performance, experience and potential, while reflecting competitive practices in all the countries in which we operate. A transparent, consistent and fair approach to reward is critical to our success and growth.
Descrierea postului vacant
1. Channel & Trade Marketing Strategy
- Contribute to the development of the Country Commercial & Channel Development (CCD) roadmap and strategy for Ghana in collaboration with the Country Manager.
- Lead the execution and delivery of the approved CCD roadmap, ensuring alignment with overall business objectives.
- Monitor performance against strategic priorities and adjust plans where necessary to achieve targets.
2. Trade Channels & Shopper Insights
- Develop deep understanding of Modern Trade, General Trade, and Alternative Channels through robust data analysis and market intelligence.
- Translate shopper and channel insights into actionable activation plans tailored to each trade channel.
- Ensure continuous feedback loops between sales, marketing, and trade teams to refine channel strategies.
3. Channel & Shopper Strategy Development and Execution
- Lead the development and implementation of channel-specific shopper strategies across General Trade, Modern Trade, and Alternative Channels in collaboration with the Commercial Manager (CM) and relevant stakeholders.
- Drive best-practice channel segmentation, prioritization, and performance review processes.
- Ensure consistent execution excellence across all trade channels.
4. Route-to-Market (RTM) Strategy & Coverage
- Develop data-driven Route-to-Market (RTM) strategies in partnership with CTSM and CM to optimize coverage, distribution efficiency, and cost-effectiveness.
- Execute approved RTM initiatives and projects in Ghana, ensuring measurable impact and sustainable improvements.
- Continuously evaluate and refine RTM performance to enhance market penetration and service levels.
5. Distributor Recruitment & Management
- Lead the recruitment, onboarding, and performance management of distributors in line with company best practices.
- Implement and maintain effective distributor management systems, processes, and tools.
- Partner with CTSM and CM to address key distributor opportunities, risks, and high-priority projects.
- Build distributor capabilities through structured training, performance reviews, and continuous development initiatives.
6. Trade Spend Management
- Propose and manage the allocation of trade spend budgets in line with strategic priorities and expected ROI.
- Ensure strict adherence to trade spend guidelines, maximizing return on investment and minimizing non-performing spend.
- Track and analyze trade spend effectiveness, providing recommendations for optimization.
7. Channel Performance & Contribution
- Monitor and report on channel performance metrics, including profitability, growth, and contribution.
- Identify gaps versus targets and implement corrective actions to improve channel contribution.
- Support local teams with insights, tools, and guidance to drive sustainable channel growth.
Detalii despre echipa
Vezi toti colegii pe LinkedinFor thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are.
We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.
This position reports to Cluster Sales manager for Ghana