Channel Head (Pet Specialty Retail & Omnichannel)

Overview

The Pet Specialty Retail & Omnichannel (PSRO) Pillar Head is responsible for the development and execution of Pet Specialty Retail (PSR) channel in Philippines including the long-term sales and marketing strategy for Royal Canin. This multi-faceted role is accountable for the roadmap to deliver the accelerated growth and profitability, required to achieve country 2030 ambition.

Key Responsibilities:

Understand the competitive dynamics of the Petfood category, the boundaries of the market, the strengths and opportunities of Royal Canin brand, as well as the strengths and opportunities of key competitors, the consumer behavior to derive a holistic Sales and Marketing strategy, that delivers profitable growth and cash. Develop Royal Canin PSRO business, identify and leverage new opportunities for PSR sales and market share growth.

Lead the long-term focused Sales and Customer/Shopper Marketing strategy development and execution for Philippines with a link to SEA cluster and Regional 2030 vision with critical elements to be addressed:

• PSRO portfolio strategy - how the portfolio should look like, based on a category development, entire market trends and consumer profile; should include portfolio innovations and renovations;
• Pricing - clear assessment of the key internal/external factors resulted in 2 years focused pricing strategy;
• Route to market – addressing the potential of Philippines in order to maximize Royal Canin brand presence and availability in a Market; Excellence of execution of agreed trade activation campaigns and Sales priorities;
• Perfect store project - ensure the increase of brand visibility and physical availability in PSRO offline and online channel, drive high standard category solutions development and deployment through Perfect Store concept key elements;
• Sales efficiency - build selling and negotiation capabilities develop and deploy field visit standards, set KPI's and evaluate sales performance and field force efficiency metrics; review and monitor sales performance periodically, and refine sales strategies accordingly;
• Key Accounts Management – Build productive collaborative relationships with key accounts to increase sales growth through category development and excellence in execution. To participate in top-to-top meetings with key accounts to invest in joint business planning and Long Term strategy for Philippines Top PSRO Accounts;
• Shopper & Trade Marketing – design and implementation of the annual marketing plan to deliver profitable growth, positive ROI and numerical distribution increase;
• Category and Customer marketing – defining the appropriate category growth drivers by each of Top Accounts, including customized activations and annual tailored marketing plan;
• E-commerce and Omnichannel Development - leverage e-commerce channel development, ensure best in class digital solutions and drive recruitment and prescription through online services;

Own and co-lead S&OP+ process in the unit –Demand Management Review to set a clear connection between day-to-day operations and longer term strategic objectives fulfillment and set a clear bridge between Demand and Supply elements of the business. Full responsibility for the Sales forecast quality and accuracy.

Lead and actively participate in global / regional / country projects to create maximum value for the business. Represent Royal Canin Philippines in Global work streams. Liaises with RC regional and global PSR community to make sure effective communication and best practices sharing.

Work closely with Vet Pillar, Pro Pillar, Marketing and Supply counterparts, and create collaborative environment for enhancing PSR sales growth.

Design and develop an effective and efficient organization structure to address long term gaps in unit capabilities, deliver high performance and exceptional customer service results.

Recruit, motivate and develop an effective team as demonstrated through superior result, engagement and retention. Cultivate a supportive, inclusive and innovative environment to enable creativity and ownership of associates to drive accomplishment of the role.

Requirements:

• Graduate degree or relevant experience preferred
• Excellent verbal and written communication skills as well as excellent interpersonal skills
• Strong sales background in highly competitive environment
• Relevant functional experience (min 8 years in Managerial Position) in international FMCG company
• Solid experience in people management
• Advanced analytical and decision-making skills
• Strong presentation and negotiation skills
• Fluent in written and spoken English