Channel Development Manager
Core
Develops commercial strategies, customer value propositions, and trade activities to drive profitable growth across pet retail, eRetail, and veterinary channels.
Role type
Senior commercial strategist / Category Development Manager
Builds
Joint Business Plans, category playbooks, commercial toolkits, and go-to-market strategies for sales and key account teams
Domain
FMCG / Petcare / Retail / eCommerce
Deliverable
product features
Required skills
Category management, trade marketing, commercial strategy, revenue growth management, customer development, commercial analytics, pricing strategy, promotion planning, point-of-purchase strategy, cross-functional leadership
Preferred skills
Australian retail knowledge, eCommerce dynamics, P&L management, gross-to-net analysis, data-driven decision making
Technologies
Market data tools, scan data systems, shopper data platforms, internal sales data systems
Responsibilities
Develop differentiated customer value propositions and category growth stories; Own ANZ category and channel development across specialty pet retail, eRetail, and veterinary channels; Develop category and channel playbooks covering growth drivers and execution standards; Identify customer, channel, and trade drivers using market and internal data; Partner on customer pricing, promotional mechanics, and trade investment; Prioritize incremental customer and trade investment based on marginal return; Build customer growth plans and Joint Business Plans with Key Account Managers; Own point-of-purchase strategy and define perfect-store standards; Provide input into portfolio and launch planning; Align Sales, KAM, Finance, and Brand Marketing around customer priorities
