Channel Manager (FMCG)

About the role

The Channel Manager will lead Mini Group’s FMCG channel strategy, driving growth across retail partners in Kenya. You will own the end‑to‑end channel plan, from assortment and pricing to promotions and distribution, ensuring alignment with commercial objectives.

Key responsibilities

• Develop and own the annual channel plan covering assortment, pricing strategy, promotional calendar and distribution targets by account and channel.
• Review SKU performance and recommend additions, delistings or prioritisation based on sell‑through, margin and distribution data.
• Analyse market trends, competitor activity and consumer behaviour to identify category growth opportunities.
• Provide structured demand forecasts and margin guidance to support procurement and supply‑chain planning.
• Manage commercial relationships with key retail accounts, conducting monthly business reviews and negotiating agreements on pricing, listings, promotions, shelf space, rebates and credit terms.
• Identify and execute growth initiatives such as new SKUs, range extensions, secondary placements and promotional activations.
• Lead and coordinate the sales team, setting quarterly revenue, distribution and execution targets, and conducting regular performance reviews.

Required profile

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

Required skills

• Strong analytical skills for market and SKU performance analysis.
• Negotiation expertise with large retail partners.
• Ability to develop and execute channel‑wide promotional calendars.
• Leadership capability to manage and motivate sales team leaders.
• Knowledge of demand forecasting and margin guidance processes.