About this role
Job Summary:
In charge of sales strategy development for a set of brands within a related category or categories. The Manager sets the strategic direction that a category/brand will take and plans for category activities for execution by the Customer and Distributor Teams.
Key Responsibilities:
- Establishes category and channel strategies that will take advantage of identified opportunities pursuant to the attainment of Brand and Sales deliverables.
- Leads in the translation and integration of the category and brand equities and strategies with sales operations.
- Leads CATMAN development and execution in the assigned category
- Leads in the development of promo and merchandising plans for the category.
- Translates marketing plans for new product introductions into sales objectives and targets to achieve targets for sell-in, volume, distribution, promotion, and merchandising of new SKUs.
- Leads sales forecasting by category, by brand, by SKU
- Develops sales materials in line with channel and category strategies
- Develops guideline for detailed visual “Picture of Success” for the channel, focusing on the following: points of engagement/purchase, merchandising, availability requirements, share of visible inventory requirement, and assets requirements.
- Tracks by outlet/by channel/by area execution to ensure compliance with agreed picture of success, standards and targets.
- Achievement of Key Result Areas for assigned categories:
• Revenue; Trade spending vs budgets vs revenues; Gross to net rates; Market shares; Distribution; Forecast accuracy; Over-all inventory health of key channels; NPI speed of introduction
Deliverables
- Brand Sales Strategy
- Quarterly Category Plans & Calendar (Activity Briefs, Calendars, Targets)
- RPS Guidelines ( TPC, Planogram, Shelving, Display, Promotions (all categories and channels)
- Canvass Drives (Key Drives for the Month)
- Bottom Up Forecast
- Weekly Category Sales Update vs Plans
- Sales & Marketing Activity Calendar
Qualifications:
- Graduate of Marketing or Business-related courses
- At least 2 yrs of work experience in a Trade Marketing managerial role in FMCG, Preferably with Sales Background
- With experience in strategic planning, and driving of successful trade marketing initiatives, exposure in marketing and sales