Role Purpose
Reporting directly to the Sales Director, the Channel Director is accountable for leading the HoReCa account and field sales teams to deliver sustainable growth across the Island of Ireland. The role owns the full channel P&L and is responsible for achieving revenue, profit, market share and execution objectives through strong commercial leadership, customer collaboration and cross-functional partnership.
The Channel Director leads a team of 20+ professionals and plays a key role in shaping and executing the commercial strategy, ensuring outstanding customer engagement, channel development and operational excellence.
Key Accountabilities
Lead the development and execution of the HoReCa channel strategy in line with the Annual Business Plan, with full ownership of channel P&L performance.
Drive revenue growth, profitability, market share and execution excellence across all HoReCa customer segments.
Lead and continuously evolve the route-to-market strategy in partnership with the Route to Market Manager, improving field sales effectiveness, structure, capability and automation.
Own and lead the annual customer negotiation process at Head Office level.
Ensure implementation of commercial policies and full compliance with customer contracts and internal processes.
Deliver accurate forecasting of channel volume, revenue and profitability in close collaboration with Demand Planning, including ownership of customer debtor management.
Build a high-performing, engaged organisation through strong leadership, coaching, communication and performance management.
Develop future talent through succession planning and capability building.
Drive continuous improvement in customer satisfaction and partnership.
Work closely with New Business Development to integrate new categories and growth opportunities into the channel.
Key Performance Outcomes
Channel financial performance consistently delivered or exceeded.
Clear business and functional strategies understood, owned and executed by teams.
High levels of customer satisfaction and long-term partnership development.
Strong team engagement, capability development and leadership bench strength.
Selection Criteria
Essential
Minimum 7+ years’ experience in FMCG sales with a strong track record of performance.
Minimum 3+ years’ experience in senior Sales or Commercial Management roles.
Educational qualification to third level in a business’ related discipline.
Proven leadership of both Key Account and field sales teams.
Strong understanding of the HoReCa market and route-to-market models.
Demonstrated ability to develop and execute multi-year strategic plans.
Excellent communication, influencing and negotiation skills at all organisational levels.
Strong leadership capability with a proven focus on people development and succession>
Results-driven, resilient, entrepreneurial and highly execution-focused.
Full, unrestricted driving licence.
Desirable
Experience leading complex, multi-layered sales organisations or business units.
What We Offer
Competitive bonus and reward schemes
Contributory pension scheme
Company share programme
Life assurance and private health insurance
Access to global learning and leadership development programmes
Local and international career progression opportunities
Company car or car allowance
Cycle-to-work scheme
Staff product discounts
At Coca-Cola HBC we are proud to be an equal opportunity employer and are dedicated to being a diverse, inclusive, and authentic workplace that celebrates our differences. Above everything we value your ability to strive for simplicity, be obsessively curious, to dream big and to be outcome driven.
Don’t meet every single requirement? If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we would still encourage you to apply. You may just be the secret ingredient for this or other roles!
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