Channel Development Manager

Boehringer Ingelheim; Sydney; On-site; AUD 140,000 - 170,000; Full time

Job summary

Boehringer Ingelheim is seeking a Channel Development Manager in Sydney, Australia. You will bridge customer strategy with KAM, marketing and execution to translate shopper insights into differentiated propositions and Joint Business Plans.

You will lead category and channel strategy, develop playbooks and tools, and drive analytics, pricing, promotions and trade investments to grow profitable value with priority customers.

Qualifications

• Relevant tertiary qualification in business, commerce, marketing, economics or a related discipline.
• 5-8+ years’ experience in FMCG, consumer healthcare, retail, petcare or another data-rich commercial environment.
• Deep experience in customer development, trade marketing, category management, commercial strategy or revenue growth management.
• Proven ability to build customer value propositions, Joint Business Plans, category playbooks and customer-facing commercial narratives.
• Strong knowledge of Australian retail, eCommerce and multi-channel customer dynamics.
• Advanced analysis of customer sales, scan, shopper, pricing, promotion and trade-investment data.
• Strong commercial acumen across P&L, gross-to-net, margin, customer economics and contribution.
• Ability to turn evidence into clear choices, recommendations and execution.
• Strong communication, influencing and cross-functional leadership skills.

Responsibilities

• Customer Value Proposition Development: Develop differentiated customer value propositions and category growth stories.
• Category & Channel Strategy: Own ANZ category and channel development across specialty pet retail, eRetail and veterinary channels.
• Category Playbooks & Commercial Toolkits: Develop simple category and channel playbooks for growth drivers and priorities.
• Commercial Analytics & Competitive Intelligence: Identify drivers behind performance using market and internal data.
• Price, Promotion & Revenue Growth Management: Partner on pricing, promotional mechanics and trade investment.
• Differential Investment & Trade Strategy: Prioritise incremental investments with clear measures and evaluation.
• Customer & Key Account Development: Build growth plans and joint business reviews with priority customers.
• Point-of-Purchase & Perfect Store: Own POP strategy and perfect-store standards across stores and eCommerce.
• Go-to-Market & Innovation: Input into portfolio and launch planning with go-to-market plans.
• Cross-Functional Leadership: Align Sales, KAM, Finance, Insights and Brand Marketing around priorities.

Skills

Commercial strategy

Revenue growth management

Category management

Trade marketing

Customer development

Joint Business Plans

Multi-channel retail

Data analysis

P&L / gross-to-net

Communication & leadership

Education

Relevant tertiary qualification in business, commerce, marketing, economics or a related discipline

Job description

The Channel Development Manager is the commercial bridge between customer strategy, Key Account Management, marketing and execution. The role converts shopper and customer insights into differentiated propositions, Joint Business Plans and measurable trade activities like: Playbook development, customer plans, pricing and promotion recommendations, perfect-store standards and activation tools required to win.

It partners with Brand Marketing for strategic inputs, while remaining accountable for channel, customer and point-of-purchase translation.

The focus is external and commercial: improve customer value, trade investment, availability, visibility, conversion and profitable growth.

THE POSITION

The Channel Development Manager is the commercial bridge between customer strategy, Key Account Management, marketing and execution. The role converts shopper and customer insights into differentiated propositions, Joint Business Plans and measurable trade activities like: Playbook development, customer plans, pricing and promotion recommendations, perfect-store standards and activation tools required to win.

It partners with Brand Marketing for strategic inputs, while remaining accountable for channel, customer and point-of-purchase translation.

The focus is external and commercial: improve customer value, trade investment, availability, visibility, conversion and profitable growth.

TASKS AND RESPONSIBILITIES

1. Customer Value Proposition Development

• Develop differentiated customer value propositions and category growth stories based on shopper needs, customer economics and channel opportunities.
• Equip KAMs with evidence, selling stories and quantified recommendations for Joint Business Plans, reviews and negotiations.
• Demonstrate mutual value for customers and our business, strengthening our position as a strategic category partner.

2. Category & Channel Strategy

• Own ANZ category and channel development across specialty pet retail, eRetail and veterinary channels.
• Use shopper, customer, category and competitor evidence to identify growth opportunities and channel priorities.
• Translate strategic choices into clear customer, trade and execution priorities for Sales and KAM teams.
• Build competitive advantage through differentiated assortment, pricing, promotion, activation and channel execution.

3. Category Playbooks & Commercial Toolkits

• Develop simple category and channel playbooks covering growth drivers, customer priorities, assortment, pricing, promotion, shelf, point-of-sale, eCommerce and perfect-store standards.
• Turn strategy into practical tools that Sales and KAM teams can use in customer planning and execution.

4. Commercial Analytics & Competitive Intelligence

• Identify the customer, channel and trade drivers behind performance using market, customer, scan, shopper and internal data.
• Track distribution, price, promotion, pack mix, channel performance and competitor trade activity.
• Create benchmarks and early-warning indicators, then translate findings into clear commercial actions.

5. Price, Promotion & Revenue Growth Management

• Partner with Revenue Growth Management, Sales and KAMs on customer pricing, promotional mechanics and trade investment.
• Assess price gaps, promotion effectiveness, customer margin and gross-to-net investment to identify profitable growth opportunities.
• Recommend where to match, differentiate or avoid competitor activity and redirect investment toward higher-return programs.

6. Differential Investment & Trade Strategy

• Prioritise incremental customer and trade investment based on marginal return and contribution.
• Build investment scenarios across promotion, point-of-sale, customer programs and other trade levers.
• Set clear measures, ownership and post-activity evaluation for major investments.

7. Customer & Key Account Development

• Partner with KAMs to build customer growth plans, Joint Business Plans and major customer reviews.
• Develop category stories, commercial recommendations and joint growth platforms for priority customers.
• Support negotiations with robust evidence and convert agreed strategies into measurable execution plans.

8. Point-of-Purchase & Perfect Store

• Own point-of-purchase strategy across stores and eCommerce, focusing on the moments that drive shopper conversion.
• Define and evolve perfect-store standards for availability, assortment, placement, visibility, promotion, search and digital conversion.
• Use customer and shopper data to improve execution and conversion.

9. Go-to-Market & Innovation

• Provide customer, channel and trade input into portfolio and launch planning.
• Develop customer go-to-market plans covering ranging, pricing, phasing, promotion and activation.
• Create launch toolkits for Sales and KAM teams and define customer requirements for successful execution.

10. Cross-Functional Leadership

• Align Sales, KAM, Revenue Growth Management, Finance, Insights and Brand Marketing around customer and channel priorities.
• Translate plans into actions, owners, measures and outcomes.
• Build capability in category management, trade marketing, customer development and commercial analytics.

ABOUT OUR FUTURE EMPLOYEE

You are a commercial strategist who happens to be excellent with data, rather than simply a data analyst or traditional category manager.

You will ideally bring:

• Relevant tertiary qualification in business, commerce, marketing, economics or a related discipline.
• 5-8+ years’ experience in FMCG, consumer healthcare, retail, petcare or another data-rich commercial environment.
• Deep experience in customer development, trade marketing, category management, commercial strategy or revenue growth management.
• Proven ability to build customer value propositions, Joint Business Plans, category playbooks and customer-facing commercial narratives.
• Strong knowledge of Australian retail, eCommerce and multi-channel customer dynamics.
• Advanced analysis of customer sales, scan, shopper, pricing, promotion and trade-investment data.
• Strong commercial acumen across P&L, gross-to-net, margin, customer economics and contribution.
• Ability to turn evidence into clear choices, recommendations and execution.
• Strong communication, influencing and cross-functional leadership skills.

Our Company

Boehringer Ingelheim is a biopharmaceutical company active in both human and animal health. As one of the industry's top investors in research and development, the company focuses on developing innovative therapies that can improve and extend lives in areas of high unmet medical need. Independent since its foundation in 1885, Boehringer takes a long-term perspective, embedding sustainability along the entire value chain. Our approximately 54,300 employees serve over 130 markets to build a healthier and more sustainable tomorrow. Learn more at www.boehringer-ingelheim.com.

Why Boehringer Ingelheim?

With us, you can develop your own path in a company with a culture that knows our differences are our strengths - and break new ground in the drive to make millions of lives better.

Here, your development is our priority. Supporting you to build a career as part of a workplace that is independent, authentic and bold, while tackling challenging work in a respectful and friendly environment where everyone is valued and welcomed.

Alongside, you have access to programs and groups that ensure your health and wellbeing are looked after - as we make major investments to drive global accessibility to healthcare. By being part of a team that is constantly innovating, you'll be helping to transform lives for generations.

Want to learn more? Visit https://www.boehringer-ingelheim.com