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E-Commerce Channel Development Manager

Job Location: ​Singapore​


Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in 55 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? Nearly 35,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them. 

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

The position refers to E-Commerce Channel Development Manager, with the supervision of Sales Director. The purpose is to reach sales targets of the assigned channel, developing the business with the distributor(Maeil Dairy) with a profitable Profit and Loss, analyzing their performance, creating customer plans, following promotional implementation, negotiating with both distributor and e-Retailers and joint business plans, managing the budget assigned and placing promotional orders. 


Main Responsibilities:


Sales Strategy

  • Propose to solid line report and E-commerce Sales Manager the promotional plan for the assigned customers at the central level to implement the strategic goals set for the business growth


Sales Forecast, Budget and Objectives

  • Propose a Sales Budget (volumes, trade spending, etc.) for the E-Key Accounts assigned
  • Allocate E-KA volumes and trade spending budgets to regions
  • Monitors Sales Targets achievement on monthly bases and proposes to E-Commerce Sales Manager revision where necessary (volumes, profits) 
  • Monitors Profit and Loss in the E-Key Accounts assigned
  • Forecast promotional sku quantities


Customer Plans for the customers assigned

  • Analyzes current Customer Performance and defines future Business Opportunities
  • Defines Customer-specific Goals and Strategy
  • Develops SWOT Analyses & Performance Reviews by Customer
  • Defines Action Plan by Customer
  • Continuously Monitors Customers Performance
  • Review regional proposals with E-Commerce Sales Manager and conform compliance with commercial policy


Negotiation Activities with the customers assigned

  • Defines and Negotiates Contracts with the Customers assigned
  • Develops with the support of E-Trade Marketing, specific Sales Arguments to achieve the Strategic Goals of the customers assigned
  • Negotiates with customers the Annual / Session Promotion Plan according to Marketing plan
  • Negotiates implementation of planogram and position at central level, and provides support and guidance to sales field for local implementation


Trade Spending for the customers assigned

  • Keeps Trade Spending within the Guidelines established by the Ferrero Commercial Policy
  • Approves payments
  • Ties Trade Spending to specific Business-driving Activities (Promotions, 2nd Placements, etc.)
  • Analyses trade spending and ensures the best return on investment
  • Respect and improve the Profit and Loss by customer
  • Check and calculate distributor trading terms reimbursement


Deployment & Control

  • Clearly Communicates to Regional Managers the Agreements reached with Customers and the Action Plan (promotions, etc.) to be deployed on the Market 
  • Monitors the actual in-store deployment of actions at national level, follow up and coordinates with regional sales teams to ensure local execution is aligned with defined plans and policies
  • Monitors Sales, Stocks & Building Blocks KPIs for the customers assigned
  • Maintain the assigned assortment through on time listing and code opening


Data analysis

  • Collect and analyze E-key account performances and market trends
  • Prepare internal reports for data sharing - scan data, project evaluations, promotions ROI

Who we are looking for:

  • Bachelors in related discipline
  • Minimum 7-10 years of experience in related field
  • Result Oriented
  • Focus on results
  • Leading change
  • Be able to acquire new skill/knowledge
  • Optimize processes
  • Strong analytical, E-account management and negotiation skills
  • E-market knowledge, E-channel KPI knowledge
  • Has  Modern Trade Channel experience 
  • Proactive, dynamic, responsible, able to work under pressure and meet deadlines
  • Has strong data based analytical skills
  • Be fluent in oral and written English
  • Advanced Microsoft Office user

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.