Out of Home Channel Sales Development Manager

Position Overview / Job Scope

The OOH Channel Sales Development Manager will be responsible for accelerating growth within the Out-of-Home (OOH) channel by developing winning channel strategies, expanding distribution, identifying new business opportunities and leading customer-focused initiatives that drive sustainable and profitable growth.

The role combines strategic thinking, commercial acumen and activation excellence, acting as a key link between Marketing, Innovation and Global OOH teams.

Mission, Ambition & Responsibilities

• OOH Channel Strategy & Business Development
• Develop and implement the OOH channel growth strategy in line with company objectives.
• Analyze market dynamics, customer needs, channel trends and consumption occasions to identify growth opportunities.
• Define priority customer segments, subchannels and platforms for accelerated growth.
• Support the development of winning route-to-market strategies across Horeca, Foodservice, Wholesalers, QSR, Cafés and other OOH environments.
• Identify and recruit new business opportunities, customers and operators to expand channel penetration.
• Build strong relationships with key decision-makers, distributors and strategic channel partners.
• Portfolio Strategy & Innovation
• Adapt the global OOH portfolio to local market needs and operator requirements.
• Identify opportunities to expand category presence through innovation, new applications and new consumption occasions.
• Lead the local deployment of new product launches, portfolio updates and range optimization initiatives.
• Collaborate with Global Teams to identify future product and category development opportunities.
• Bring customer and market insights to support innovation pipelines and business planning.
• Customer Development & Activation
• Segment customers and operators to develop tailored growth and activation plans.
• Create compelling commercial stories, category arguments and opportunity assessments to support customer engagement.
• Lead category growth initiatives with customers, distributors and wholesalers.
• Develop customer-specific activation tools, menu concepts, recipe applications, visibility materials and commercial toolkits.
• Work closely with chefs, culinary partners and field teams to validate product applications and unlock incremental consumption opportunities.
• Support the sales organization with differentiated value propositions that strengthen customer relationships and accelerate growth.
• Trade Marketing & Execution Excellence
• Design activation programs that drive visibility, trial and product rotation across OOH channels.
• Ensure consistent execution of brand and category strategies across all customer touchpoints.
• Monitor activation effectiveness and recommend improvements based on results and customer feedback.
• Share best practices and successful initiatives across local and global OOH teams.

ORGANIZATION & STAKEHOLDERS

• Partner closely with Sales strategy, Marketing, Supply Chain and Finance teams to ensure successful execution of channel strategies.
• Act as the key point of contact between local and global OOH teams regarding portfolio, innovation and channel development initiatives.
• Collaborate with external partners including distributors, wholesalers, agencies, chefs and operators.
• Report directly to the Sales Strategy & Planning Director.

LEADERSHIP & COMMERCIAL COMPETENCIES

• Strong commercial mindset combined with strategic thinking.
• Ability to identify growth opportunities and translate insights into actionable plans.
• Good understanding of route-to-market models, distributor management and customer economics.
• Strong capability to influence stakeholders without direct authority.
• Experience building business cases, activation plans and growth strategies.
• Ability to manage multiple projects and priorities in a dynamic environment.
• Strong communication, presentation and storytelling skills.
• Solid analytical capabilities and understanding of commercial KPIs and P&L drivers.
• Entrepreneurial mindset with a passion for growth and innovation.

Skills & Experience Requirements

• 4-8 years of experience in FMCG, Foodservice, Out-of-Home (OOH) or related commercial environments.
• Experience working with value-added food brands and categories where quality, innovation and brand equity are key growth drivers.
• Exposure to wholesalers, distributors, Foodservice operators, hospitality or OOH customers.
• Proven ability to develop commercial initiatives that generate profitable growth.
• Experience in channel accounting sales and/or bu