Team Lead, Indirect Channel

Position Summary

The Team Leader – Indirect Channel is responsible for the commercial strategy and performance of the channel at a nationwide level (Traditional Trade and Industrial), while also directly managing customer accounts within the Metropolitan Region (traditional trade).

This role drives sustainable sales growth, strengthens distributor and customer relationships, and ensures best-in-class execution in the field. The position leads and develops the sales team, ensuring alignment with company objectives, while delivering results across key commercial KPIs such as distribution, sales, and profitability.

Additionally, this role ensures the correct implementation of pricing, trade investments, and commercial initiatives in alignment with Customer Marketing guidelines.

Accountabilities

1. Channel Strategy & Business Planning

· Lead the development and execution of the Traditional Trade strategy aligned with company objectives.

· Build and deliver the Annual Business Plan (ABP) for the channel.

· Identify growth opportunities across categories, customers, and geographic coverage.

· Monitor market trends, competitor activity, and channel dynamics in Chile.

2. Sales Performance & Execution

· Ensure achievement of sales targets, distribution, and market share within the channel.

· Drive excellence in point-of-sale execution (visibility, merchandising, promotions).

· Monitor and analyze sell-in and sell-out performance.

· Lead action plans to close performance gaps and optimize results.

3. Distributor & Customer Management

· Develop and manage relationships with key distributors and traditional trade customers.

· Ensure alignment between distributor execution and company strategy.

· Lead commercial negotiations, including pricing, rebates, and trade conditions.

· Ensure proper implementation of commercial agreements and initiatives.

4. Commercial Governance & Financial Management

· Ensure compliance with company commercial policies and governance model.

· Manage trade investments, deflators, rebates, and promotional budgets.

· Monitor channel profitability, inventory levels, and working capital indicators.

· Oversee Order-to-Cash process performance within the channel.

5. Team Leadership & Development

· Lead, coach, and develop the Traditional Trade sales team (1 direct report + 1 external resource).

· Drive a high-performance culture focused on results and execution excellence.

· Monitor team performance and provide continuous feedback and development plans.

· Oversee Order-to-Cash process performance within the channel.

Key Performance Indicators (KPIS)

· Sales vs ABP

· Distribution (numeric & weighted)

· Market share growth

· Trade investment efficiency

· Inventory levels & portfolio days

Required Skills & Experience

· Bachelor’s degree in business administration, Marketing, Industrial Engineering, or related fields

· +5 years of experience in Sales within FMCG

· +3 years of experience in Traditional Trade channel

· Proven experience managing distributors and sales teams

· Strong commercial and negotiation skills

· Strong analytical and financial acumen

· High execution focusses and results orientation

· Advanced Excel (desirable)

· English: intermediate to advanced

For more Information About This Joyful Company, Visit www.edgewell.com

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