Channel Sales Manager, Walmart

Position Summary

The Channel Manager Walmart is responsible for the strategic management and holistic development of the Walmart Sales plan establishing a high-level partnership by aligning Edgewells goals with customer expectations through strategic analytical and creative thinking. This role is accountable for the P&L of the entire Walmart ecosystem aiming to potentiate sales across all categories and brands while driving continuous sustainable growth with a business owner mindset. Finally the Channel Manager ensures expert governance over the trade investment (Deflator)

1. Assign Walmart strategy

2. Management and development sales strategies.

3. Sales Plans (ABP & JBP)

4. Coordinating and offering direction and guidance to workgroups.

Accountabilities

Strategic Customer Leadership

Define and execute the long-term customer strategy including setting ambitious growth goals and determining the scope of participation for new and existing categories.

Fortify participation features and maximize the potential of all categories within the Walmart formats (Supercenter Bodega Sams and eCommerce).

Lead the Joint Business Plan (JBP) and Annual Business Plan (ABP) process ensuring alignment with Trade Marketing and global corporate objectives.

Financial Management & Analysis

Responsible for the correct management of the Tactical Deflator and overall Trade Spend.

Analyze key performance indicators (KPIs) to drive continuous improvement plans specifically tailored for Walmart.

Evaluate pricing performance and develop strategic improvement proposals to guarantee market competitiveness.

Oversee the Order to Cash process and manage rebates conditioned to KPIs.

Execution & Governance

Validate sales proposals made by Key Account Managers (KAMs) and Key Account Executives (KAEs) to ensure they meet profitability standards.

Conduct high-level performance reviews on a daily weekly or monthly basis to monitor progress against the annual sales plan.

Ensure full compliance with promotional price programs and product portfolio updates.

Validate sales proposals made by KAM/KAE

Sales Target Achievement: Full ownership of the accomplishment of the clients annual sales plan goals including Net Sales and Volume growth.

Trade Investment ROI: Strategic management and optimization of the commercial investment (Trade Spend) to ensure profitable growth.

Supply Chain Excellence: Leading inventory optimization initiatives to ensure product availability while minimizing overstock.

Weighted Distribution: Expanding and maintaining the distribution footprint across all Walmart formats and digital platforms.

Inventory Health: Monitoring and managing Portfolio Days to maintain a lean and efficient supply chain.

Operational Efficiency: Implementing strategies to minimize product returns and manage the impact of unsellables.

Financial Health: Oversight of the portfolio in arrears to ensure healthy cash flow and minimize financial risk

Required Abilities

1. Adaptation: Has aperture for changes and adapts behavior according to the new requirements.

1.1 Change understanding and behavior modification: Understand change and take advantage of it adjusting teams priorities to adequate to the new circumstances.

1.2 Setback recovery: Anticipate problems and take the appropriate actions to minimize impact on the team.

2. Collaboration: Teamwork to achievement of goals and results.

2.1 Associate to deliver results: Creates opportunities for others to be heard eliminates barriers to collaborate and achieve a positive impact and the expected results.

2.2 Build/maintain relations and promote cooperation: Introduce people to the team to and motivate them to expand their relations for the benefit of the organization.

3. Creating and Innovating: Facilitate the development of new ideas methods products or solutions.

3.1 Facilitation of creativity in others: Seize own experience to motivate others to see opportunities from different perspectives.

3.2 Searching of opportunities and generating new ideas: Shares with the team knowledge and implication related to an implementation of new ideas or solutions.

4. Focused on customers: Understand and anticipate to clients needs and take actions to provide product or services of high quality.

4.1 Anticipated identification of clients needs: Share own clients knowledge and prove others how to use ideas to satisfy actual and future needs.

4.2 Customer / Service Support: Focused on client and encourage other to consider clients perspective in decision making process.

5. Making decisions: Select a course of action from different alternatives to reduce risks and uncertainty and to create optimal results.

5.1 Decision making: Make decision opportunely and under stress considering risks and benefits and impact on the organization.

5.2 Problem evaluations and solutions development: Shows different approaches to organize information and evaluate alternatives.

People Management Competencies

1. Developing People and Building Teams: Developing of coworkers and creation of high performance teams

1.1 Talent and Team Development: Identifies strengths and opportunities in each member of the team. Builds teams with balanced skills.

1.2 Team Motivation: Boosts a common purpose and respect between members of the team to conduct them to achieve their goals.

1.3. Performance Management (Delivering): Monitors and manages behavior and performance of the team tackling performance problems effectively; assumes responsibility for the teams performance.

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