customer development manager - off-trade.

• Lead and align internal teams and retail/e-commerce partners to ensure efficient, effective execution of commercial plans across off-trade and digital channels
• Develop and manage customer strategies, including category planning, pricing, brand initiatives, promotional calendars, and new product launches, ensuring alignment with broader commercial goals
• Deliver against sales and distribution targets on a monthly, quarterly, and annual basis
• Use market intelligence tools and internal data to track performance and drive continuous improvement, working closely with Trade Marketing
• Collaborate with e-commerce specialists to shape and execute strategy for online retail and direct-to-consumer platforms
• Oversee a team of merchandisers to ensure strong retail execution and adherence to brand standards across key outlets
• Facilitate regular performance reviews and planning sessions to identify risks and opportunities across channels
• Deliver ongoing sales training and market updates to field teams, with a focus on category trends and sales tactics
• Manage sales budgets and retail marketing materials, ensuring efficiency and impact
• Partner with Trade Marketing to implement best-in-class activation plans across key accounts and channels
• Conduct in-market visits to identify commercial opportunities and strengthen retail partnerships

skills and experience required

• A minimum of 8 years of experience managing national or regional off-trade channels
• Experienced in off-trade sales and trade marketing within the alcoholic beverage, FMCG, healthcare or pharmaceutical sectors
• Strong experience in distributor and wholesale partner management
• Deep knowledge of off-trade category dynamics and retail strategy
• Commercially astute with strong analytical and financial acumen
• Excellent negotiation, communication, and relationship-building skills
• Proactive and strategic planning and organizational capabilities
• Skilled in leading cross-functional teams and stakeholder collaboration
• Demonstrated success in driving distribution and sales growth through strategic customer partnerships
• Experience managing teams and leading through influence in a matrixedorganization
• Ability to navigate complexity and ambiguity while driving structured outcomes
• Passion for building lasting partnerships and delivering commercial excellence

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