Findlater & Co has experienced significant growth in recent years, and as we build on this momentum, we are seeking an experienced, commercially astute Channel Manager to lead our next phase of expansion.
Purpose of the Role
As Commercial Coffee Channel Manager, you will be responsible for delivering revenue, margin, and profitability for the assigned channels.
You will lead and develop a team of five Channel Specialists managing customers across HORECA, Business & Industry, and Wholesale. By leveraging their expertise and ensuring seamless cross-channel collaboration, you will drive sustainable growth.
You will also play a pivotal role in driving, owning, and cultivating one of Ireland's largest coffee suppliers through strong customer relationships, strategic key-account management, and effective use of internal structures and support functions.
Key Responsibilities
* Lead, coach, and inspire a team of five Channel Specialists across HORECA, Business & Industry, and Wholesale, fostering collaboration and supporting their ongoing development.
* Partner with the other Channel Manager Lead to deliver a unified approach to channel strategy and execution.
* Own the direct commercial channel growth within your assigned channels, customers, and territories.
* Work cross-functionally with colleagues in Marketing, Category Management, Technical, and Commercial Finance to drive your channels forward.
* Plan, manage, and implement sales activities that deliver sales, contribution, and net profitability targets for all channels under your leadership.
* Execute the Business Unit Strategy for the above channels, supporting the Coffee Director in shaping and delivering long-term strategy.
* Implement processes to enhance workflows, including weekly commercial reporting and insight to the Coffee Director, bringing rigour and focus to achieving agreed Sales & RC targets.
* Oversee equipment and service solutions in collaboration with the Head of Technical to ensure best-in-class coffee offers to our customers.
* Support your team in developing their customer bases and managing pipelines effectively, stepping in to assist with key opportunities as required.
* Identify and execute plans for new business opportunities and profitable organic growth within the designated channels.
* Partner with customers to understand their business needs and objectives, communicating value propositions effectively through tailored proposals and presentations.
* Provide weekly performance updates to the Coffee Director on channel performance, opportunities, and target achievement.
* Conduct regular reviews with key clients to ensure ongoing growth, loyalty, and alignment with business objectives.
Skills, Knowledge & Experience
* Significant experience in a commercial sales leadership role within the Hot Beverage and/or Foodservice sector.
* Demonstrated ability to lead and develop a team, fostering collaboration and individual growth.
* Strong influencing, negotiation, and relationship-building skills.
* Ability to identify and act upon opportunities within competitive markets.
* Confident in customer-facing situations with excellent presentation and communication skills.
* Capable of strategic thinking across a 1–3 year horizon, translating vision into action.
* Proficient in managing complex customer P&L structures and delivering commercial outcomes.
* Deep understanding of Foodservice, particularly in HORECA and Limited-Service channels.
* Ideally, credible coffee industry experience and a strong professional network.
Person Specification
* Results-driven leader with a collaborative style.
* Ambitious and motivated to influence strategy and deliver sustained growth.
* Skilled at managing multiple priorities in a fast-paced, evolving environment.
* Agile and adaptable, comfortable with change and innovation.
* Focused on driving personal, team, and business performance.
* Recognised for building strong internal and external relationships.
* Committed to maintaining confidentiality and integrity in all interactions.