The Channel Development Manager is responsible for leveraging customer, channel, and shopper insights to develop and execute growth strategies that strengthen FrieslandCampina’s key business partners. The role drives the development of customer-focused initiatives, trade programs, and the “Look of Success” framework to improve execution standards, accelerate growth, and deliver sustainable business results across channels.

 

What we Ask

• Bachelor's degree in any discipline; MBA is an added advantage
• Minimum 7 years of experience in Sales, Shopper Marketing, Trade Marketing, or Channel Development within FMCG
• At least 2 years of experience in a Sales Management role
• Minimum 2 years of field sales experience
• Strong understanding of the Nigerian retail landscape, including General Trade and Modern Trade channels
• Proven commercial acumen with strong knowledge of category management and route-to-market principles
• Ability to analyze and interpret retail, shopper, and consumption data to drive business decisions
• Strong stakeholder management, communication, and influencing skills
• Excellent analytical, strategic thinking, and project management capabilities
• Strong digital literacy and business analytics skills
• Demonstrated ability to lead cross-functional teams and drive execution excellence

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What we Offer

1. A culture that’s truly global, yet deeply connected
   Rooted in our Dutch heritage and grown across the world, FrieslandCampina brings together diverse perspectives into one collaborative culture. Here, where working across markets, teams, and ideas is part of everyday life.

2. A place where your growth is continuously unlocked
   From structured training and coaching to hands-on, real-world exposure, you’re empowered to shape your own career path. Opportunities will evolve as you do, with local and international mobility that’s actively encouraged.

3. Work that works for you
   We believe performance thrives with balance. We are offering competitive rewards, flexible ways of working, and benefits that support both your personal and professional life. That way, we ensure you’re well equipped to truly Unleash your Nature.

4. An environment that brings out your best
   We pride ourselves on being informal, friendly, and driven. You’ll work alongside passionate people who challenge, support, and inspire each other to raise the bar every day.

5. The freedom to make a real impact
   Here, trust and autonomy aren’t just words - they’re how we operate. You’re empowered to take ownership, create long-term impact, and contribute to something bigger: nourishing the world.

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Vacancy Description

1. Channel & Customer Strategy:

Develop and execute short- and long-term channel and customer strategies that drive volume growth, strengthen customer partnerships, and deliver business objectives across priority channels.

2. Look of Success (LOS) Development:

Lead the design, implementation, and continuous improvement of the Customer Look of Success framework to ensure consistent execution standards and superior in-store visibility.

3. Customer & Trade Programs:

Develop customer activity calendars and integrated support programs based on channel, retail, and shopper insights. Optimize trade investments to maximize customer contribution and business performance.

4. Cross-Functional Leadership:

Collaborate with Marketing, Sales Operations, Business Excellence, Finance, Supply Chain, and external partners to deliver impactful customer programs and achieve commercial objectives.

5. Performance Measurement & Evaluation:

Conduct post-promotion evaluations, measure program effectiveness, analyze KPIs, and recommend improvements to enhance future customer and channel activities.

6. Market & Channel Insights:

Monitor retail trends, shopper behavior, competitor activities, and channel developments to identify growth opportunities and strengthen commercial decision-making.

7. New Product Development (NPD) Support:

Develop channel distribution strategies and launch plans for new products, establish launch KPIs, and monitor performance to ensure successful market execution.

8. Stakeholder Management & Expertise Sharing:

Act as the channel and trade expert, sharing insights and best practices with internal and external stakeholders while ensuring alignment across functions to deliver business growth.

The Channel Development Manager works closely with Sales, Marketing, Supply Chain and Finance teams. The role also collaborates with key customers, distributors, retail partners, research agencies, and third-party activation vendors to develop and execute channel growth initiatives, customer programs, and new product launches.