Senior Channel Manager
Arla Foodservice
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er du velkommen til at kontakte:
Klaus Markholt-Hansen
klaus@markholt-partners.com
Malene Friis Bentzen
malene@markholt-partners.com
Senior Channel Manager
On behalf of Arla Foodservice, we are searching for a Senior Channel Manager to lead the transformation in how Arla Foodservice engages with and wins independent FSR & QSR customers across selected European markets. If you have a strong background in e-commerce and digital sales, and you are passionate about how e-commerce, data, and AI can reshape the future of foodservice, this role offers a unique opportunity to make a significant impact.
About Arla and Arla Foodservice
Arla is a leading global dairy company, dedicated to supporting chefs, food service operators, and wholesalers worldwide. Owned by over 8,400 farmers from Denmark, Sweden, the UK, Germany, Belgium, Luxembourg, and the Netherlands, Arla is committed to innovation and sustainability. The company focuses on providing high-quality dairy nourishment through sustainable farming and operations, and it is recognized as the world's largest manufacturer of organic dairy products. By delivering exceptional food experiences, Arla Foodservice aims to shape the future of dairy in the foodservice industry and help its partners achieve their business goals.
The position
As Senior Channel Manager for Independent customers, you will play a pivotal role in executing Arla Foodservice’s defined Winning Independent Customers Digitally (WICD) strategy across their seven European markets. You will have business ownership of independent customers, thereby being responsible for innovating, driving and optimizing key initiatives to attract, acquire, grow, and retain independent foodservice operators, particularly focusing on businesses with 1-8 outlets where decisions are owner driven.
In this job, you have the opportunity to become a frontrunner and future-proof Commercial Leader in B2B / Foodservice with the responsibility to transition the way Foodservice does business today. Foodservice is a strategic growth pillar for Arla, and the business receives significant investments to support its growth ambitions.
You will lead a team of two direct reports, working in close collaboration with the Global Foodservice Brand, Category, and Digital Ecosystem teams, as well as the Foodservice teams in each market.
Key responsibilities include:
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Implement and enhance the WICD strategy, focusing on fully understanding the customer journey, thus innovating and optimizing the customer experience via digital lead generation, influencer engagement, and maximizing digital shelf presence on wholesaler platforms.
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Lead joint business planning and solution selling with wholesalers, embedding these practices into the WICD execution.
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Manage the annual WICD Operation Business Planning process with participating markets.
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Monitor WICD KPIs, enforce corrective actions where necessary, and continuously improve
campaign ROI.
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Develop and implement sales capabilities through WICD Centers of Excellence.
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Build strong relationships across cross-functional teams to ensure seamless collaboration and effective strategy execution.
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Adapt and refine the WICD strategy to respond to evolving market trends, ensuring that the approach remains innovative and future-proof.
This position is ideally based in Aarhus, though there is flexibility for the right candidate to be located within any of the seven European markets. The role requires travel of approximately 6-9 days per month to Denmark or other European markets.
Your profile
The ideal candidate has substantial experience in e-commerce and digital sales within the Foodservice industry, particularly in working with independent customers and wholesalers. Or profound experience with understanding customer journeys and generating digital sales from other businesses. You possess a master's degree and have a proven track record of success in senior sales or marketing management roles, demonstrating your ability to drive growth and achieve ambitious targets. Retail to B2B experience is key, and you comprehend winning digital touchpoints within e-commerce B2B settings. Furthermore, you understand the business planning of wholesalers.
You are an energetic and strategic leader, capable of inspiring and securing buy-in from both regional markets and internal stakeholders at all levels. Your international experience is highly valued, as you can effectively navigate cross-cultural dynamics and work in a global setting. Proficiency in English is essential as it is the corporate language at Arla Foodservice.
A collaborative approach and disciplined follow-up are essential in ensuring the successful execution of complex initiatives, requiring seamless coordination across multiple teams and regions. You excel in motivating and influencing others, setting clear directions, driving performance, and fostering a culture of accountability and continuous improvement.
While experience in retail, wholesale, or the food industry is a plus, it is not essential. Most importantly, you are passionate about the food industry and ready to take on new challenges, work independently, and build strong relationships.
