Channel Manager

About the role

The Channel Manager will lead the development and execution of the channel strategy for Mini Group’s FMCG portfolio in Kenya, driving growth across major retail partners.

Key responsibilities

• Develop and own the annual channel plan, covering assortment, pricing, promotions and distribution targets.
• Monitor SKU performance, recommend additions or delistings based on sell‑through, margin and distribution data.
• Analyse market trends, competitor activity and consumer behaviour to identify growth opportunities and provide demand forecasts.
• Manage commercial relationships with key retail accounts, conduct monthly business reviews and negotiate pricing, listings, promotional contributions and credit terms.
• Lead the sales team leaders, set quarterly revenue and execution targets, and conduct regular performance reviews.
• Prepare monthly category performance reports and ensure all commercial agreements are documented and approved.

Required profile

• Bachelor’s degree in Business Administration, Marketing, Commerce, Supply Chain or a related field (Master’s degree is an advantage).
• 7–10 years of experience in FMCG sales, category management or key account management, preferably in Food & Beverage.
• Proven track record negotiating with major retail chains and managing buyer relationships.
• Experience in pricing strategy, trade promotions, assortment planning, demand forecasting and sales team leadership.
• Professional certifications in Sales, Marketing, Category Management or FMCG are desirable.

Required skills