Trade Marketing Manager

Job Description

Business Objective Delivery

  • Financial Targets - Provide management oversight in the delivery of the Budget and Target metrics of total KCV (e.g. Net Sales, Gross Margins, and Operating Profit).
  • Market Share Targets - Participate in (with BTM) target setting and delivery of value market share for each category, brand and region.
  • Strategic Business Planning - Provide input with the Brand and Trade Marketing Director and Sales Director on the annual OGISM, budget and quarterly forecast reviews.

Consumer Interface
  • Distribution and Availability - Develop and provide management oversight for the delivery of programs to optimize reach and coverage.
  • Trade Promotion Strategy - Provide management oversight for the ongoing improvement of the Trade Promotion strategy (Category/Brand/Channel/GBA) to drive efficient and efficient use of Trade RIR target to drive volume sales
  • Trade Promotion Planning - Provide management oversight for the execution of monthly trade promotion plans for each GBA, based on agreed process, volume and trade investment targets, trade guidelines, trade promotion strategy, and brand operating plans. Manage the exception process to ensure requests are approved by BOD.
  • Trade Promotion Budget Management - Trade Promotion Budget Management - Monitor the use of Trade Promotion investment at total category and total KCV level to meet targets, making adjustments to investment plans as required. Provide management oversight in the evaluation of promotion effectiveness.
  • Forecasting - Provide management oversight to deliver accurate sales forecasts and align customer and supply chain process/activities where applicable.
  • Merchandising - Provide management oversight for the creation of merchandising materials to help build shopper awareness and demand for Kimberly-Clark's brands and products, i.e. budget, design, plan, allocation, etc. Manage merchandising funds.

Category Management
  • Sales-Marketing Interface - Driver of Integrated Business Planning between Marketing and Sales to ensure assessment, development, coordination and execution of business plans
  • Category Planning - Provide management oversight to develop and review the category and GBA trade plans, including optimal Sales Mix that supports Kimberly-Clark's Corporate / Category / Brand / Channel strategies. Lead the team to execute strategies and tactics based on approved resources.
  • Category KPIs - Establishment of Key Performance Indicators (KPI) with Marketing and Sales, e.g. distribution, priority listing, pricing, merchandising guidelines, share of shelf, stock weight, etc. Provide management oversight for the implementation and measurement of KPIs vs. target.
  • Customer Management - Customer Management - Provide management oversight in the development of Joint Business Plans. Provide inputs for MT Customers trading terms.
  • Customer Insights & Analysis - Customer Insights & Analysis - Identify and execute the category learning plan to address customer knowledge gaps (EG Shopper research).
  • Trade Pricing - Develop the trade pricing strategy at a national level for each category and oversee implementation.

Organization Development
  • Team Capability - Identify and make recommendations that optimise business processes and improve the Brand and Trade team marketing capability.
  • Talent Management - Develop the Trade Marketing team to their full potential through Performance Management, recruitment, coaching, appropriate learning and assignments, goal setting and career development.

  • A minimum of bachelor's degree preferably in Business Management/Marketing, and at least 8 years exposure to trade marketing, or Sales in the FMCG industry.
  • This includes minimum 3 years experience in a management position (i.e. handling a portfolio of brands or customers of magnitude) is preferred.
  • He/she is should have good knowledge of trade marketing/promotion, sales, and the consumer goods industry dynamics.
  • Proficiency in MS Office tools, Advisor of Nielsen and PC-based applications is also necessary.



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