Director Channel Strategy & Development, APAC

Based at our regional headquarters in Shanghai, the Director of Channel Strategy & Development for APAC serves as the key representative of the customer and channel, offering an external market perspective to inform the company’s overall business planning. This role is crucial for ensuring that physical drivers, such as in-store and operational elements, are sufficient to support the Category Growth Plans. The Channel Development Manager translates the Category Vision and Brand Strategies into actionable annual sales plans and key business development targets by channel and customer. The role focuses on driving exceptional retail execution, creating superior customer value, and ensuring effective revenue management across channels.

Job Duties / Responsibilities may include, but are not limited to:

Strategy Development

-Develop and implement channel development strategies and plans tailored to specific channels, aligning with overall business objectives.

-To execute these strategies, there needs to be collaboration with marketing (for all asset strategy and creation) and field sales team (for execution).

Superior Customer Value Equation

-Leverage the business profitability model to create a win-win-win solution that benefits Goodyear, customers/channels, and the end-consumer.

-The channel development should lead through the JBP and customer strategy interactions today.

-For example, this person needs to lead through a give-gets model to drive profitable growth that translates internal plans to customer value proposition.

-Moreover, there needs to be develop and execute annual sales plans and joint business planning with customers, supported by a clear and shared performance scorecard.

New Product Launches

-Support new product introductions by ensuring timely distribution, optimal in-store visibility, and robust promotional support.

-There will be an expectation of driving through sales enablers like where to place the POSM, type of POSM, SKU priority.

Customer Management

-Build and nurture strong, long-term relationships with key accounts & trade partners.

-Ensure effective communication and collaboration to capitalize on business opportunities and drive mutual success.

Sales Analysis

-Analyze sales data (sell-in, sell-through, retail data) to identify distribution gaps, emerging opportunities, and potential risks.

-Provide actionable insights and recommendations to enhance channel performance and close sales gaps.

Forecasting and Planning

-Work closely with demand planner, sales ops and marketing team to improve sales forecast accuracy by channel and account.

-Identify sales gaps and develop targeted plans to address and close them with collaboration with sales ops.

Promotions and Campaigns

-Plan, execute, and track the effectiveness of channel-specific promotions, in-store activities. Continuously evaluate and adjust promotional strategies to ensure maximum impact.

Budget Management

-Manage channel development (i.e. promotions and POSM production, not creation) budgets and allocate resources efficiently to maximize return on investment (ROI).

-Moreover, this person needs to drive the strategy for revenue management that will be implemented by the sales ops team.

Key Experiences:

-Bachelor’s degree required

MBA preferred.

-15+ years trade/channel development experience in Consumer Durables/ Automotive / FMCG companies with focus on local execution/delivery roles.

-Proven results on business delivery & demand generation.

-Strategic leader with experience executing across consumer and trade touch points.

-Leader in marketing innovation, digital, ecommerce, in-store and trade channel strategy.

Key Skills:

-Proven business acumen.

-Innovative and creative thinking.

-Mindset and ability as a Change Agent - able to influence through functional leadership in a matrix organization set up.

-Intellectual horsepower (highly analytical & strategic).

-Drive for results in a prioritized manner (balanced sense of urgency).

-Strong communicator. Fluent in English. Additional Asian language a plus.

-Ability to develop people and drive engagement.

Organization:

-Reports to Vice President, Consumer PBU APAC

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