Job Summary
This role is responsible for leading end-to-end retail performance across the country, including sell-in, sell-through, sell-out, partner management, market share, and profitability. The role owns strategic retail partner relationships, drives execution discipline, and aligns plans across marketing, category, and supply teams to deliver retail growth and stronger in-store performance. The role reflects the structural intent to combine Retail Sales Lead and Retail Account Manager responsibilities into a stronger country retail leadership position.
Key Responsibilities
- Own overall country retail performance across sell-in, sell-through, sell-out, market share, and profitability.
- Lead relationships with key retail partners, including management and purchaser stakeholders.
- Develop and execute retail partner growth plans and account plans to promote sustainable sales growth.
- Drive partner performance through promotions, premium mix, business reviews, and execution discipline.
- Own retail account and store coverage strategy to ensure focus on business priorities and execution quality.
- Align closely with marketing, category, and supply teams to improve retail readiness, promotions, and business performance.
- Analyze performance trends, monitor KPIs, and recommend corrective actions to improve retail productivity and conversion.
- Provide leadership, coaching, and guidance to junior retail/account team members where applicable.
Education and Experience
- Bachelor's degree in Sales, Marketing, Business Administration, or related discipline, or equivalent work experience.
- Typically 7–10 years of relevant experience in channel sales, retail sales, partner management, or related commercial roles.
- Strong experience in account planning, partner business management, sales growth execution, and cross-functional collaboration.
- Experience in retail channel management, partner negotiations, and performance governance is preferred.
Knowledge and Skills
- Retail channel management
- Partner account planning
- Market share growth and performance management
- Promotional execution and premium mix management
- Cross-functional leadership
- Business planning and forecasting
- Sales strategy, account management, and CRM discipline
- Strong communication, results orientation, learning agility, and customer centricity
Impact and Scope
This role is expected to impact the broader retail function and lead or provide expertise to functional project teams. The role requires sound judgment, strong analytical capability, and the ability to work through complex business issues involving multiple stakeholders and priorities.
Success Measures / KPIs
- Retail revenue growth
- Sell-out achievement
- Market share performance
- Premium mix improvement
- Promotion effectiveness
- Store execution compliance
- Partner business review quality and action closure
