Trade Marketing & Category Manager (Abbott Nutrition International)

Job description

     

JOB DESCRIPTION:

TRADE MARKETING AND CATMAN MANAGER

Primary Job function

·  Develop actions to accelerate sell-out at e-com, modern trade, baby stores and retail channels, optimizing channel mix, marketing tactics and ensuring Trade Customers performance and long term preference towards Abbott’s Nutrition International value proposition, taking into account Brands’ strategy, Trade customers’ needs and expectations, shoppers’ behavior understanding, category trends. Coordinate the different brand specific strategies into a consistent trade and category development strategy and plans per clients and/or channels.

Core Job Responsibilities

·  Have a solid understanding of ecom and the modern trade landscape: different stakeholders, their market share, their needs and expectations
·  Study the shoppers’ behaviour at Point of Sales (POS)
·  Understand the different offer categories at POS: products and services, their contribution to retailers’ strategy, the growth  opportunities
·  Play an active part with Brand Marketing Teams, understanding accurately the brands’ priorities, bringing to marketing   teams documented field insights, proactively proposing initiatives to translate at Trade level the brands’ strategy
·  Play an active part with Trade Key Account Managers (TKAM), understanding their objectives and priorities, ensuring   alignment between Marketing and Trade Key Account management Plans (TKAP), pro-actively proposing actions to seize opportunities identified.
·  Manage the Trade segmentation and targeting with Sales Teams
·  Define and develop Trade Marketing strategies and tactics (such as merchandising recommendations, visibility tools,   trainings, patient support programs..) to stimulate Abbott’s Nutrition International brands availability – visibility and  recommendation, bridging ANI brands’ strategy and customers’ needs, customizing these actions by customer segment  and TKA when relevant. Build a Loyalty Program for Strategic Partners in different channels.
·  Formalize the Trade Marketing actions in a Trade Marketing Plan (TMP)
·  Prepare for and attend key sales meetings. Establish effective working relationships across customers and functions to  drive execution of strategies and tactics. Visit Trade Key Accounts with TKAM to engage them on Trade Marketing    partnerships
·  Ensure the TMP execution and facilitate interactions with all in-field functions and marketing teams
·  Measure the ROI of TMP

Supervisory / Management responsibilities

·  Working directly with Sales & Marketing Directors, contributing to the Affiliate’s marketing and commercial strategy
·  Strong collaboration with Brand Marketing and Retail Key Account Managers
·  Must be able to work cross functionally with Field Sales Teams
·  Trade Channel Management is strategic to Abbott Nutrition International profitable growth. Being able to translate our Brands’ strategies into initiatives that will effectively increase sell‐out at modern trade level and baby stores, to customize these initiatives to some Trade Key Accounts (TKA) ensuring optimized ROI is a Key Success Factor for the Company.

Position Accountability / Scope

·  Ability to decode customer’s strategy, gather latent needs
·  Ability to pro‐actively screen for shoppers’ behaviors trends, drive appropriate studies to understand shopper’s behaviours at baby stores and modern trade channel.
·  Ability to develop competitive watch, benchmark competitors' strategy and provide insight
·  Ability to document insights, propose pro‐actively strategies to bridge ANI’s brands’ strategy with Trade customer’s
·  Ability to understand in depth Brand’s strategies, contribute to them
·  Ability to translate the strategies into actionable and realistic engagement plans to ensure a profitable growth for Abbott
·  Ability to communicate Trade Marketing initiatives to internal teams (Field teams, Mkg teams) and to customers’ teams and ensure their commitment
·  Ability to motivate, lead, coordinate in‐field teams without having direct reporting lines to achieve account objectives
·  Ability to reach consensus and resolve conflicts
·  Ability to monitor performance and adapt plans to external and internal changes
·  Ability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
·  Knowledge of the modern trade landscape, market share of key players, their needs and expectations
·  Knowledge of the Trade Marketing drivers and knowing how to optimize them depending on the category, brand’s seasonality, lifecycle…Knowledge of the modern trade landscape, market share of key players, their needs and expectations
·  Knowledge of the different product categories at modern trade channel, understanding of the strategic interest of each category
·  Knowledge about shopper marketing
·  Knowledge of retail financial ratios, ability to use them
·  Knowledge of Category Management

Minimum education

·  Bachelors degree (or equivalent) required; Business degree is preferable

Minimum experience / Training required

·  3‐5 years of commercial/sales experience that involved working closely with customers to deliver results
·  3‐5 years of Category management/or  consumer marketing/or Trade marketing that involved working closely with retailers
·  Experience in Fast Moving Consumer Goods (FMCG) and/or Retail
·  Marketing and trade marketing skills – Strong analytical skills (i.e., ROI calculation, forecasting and planning)

     

JOB FAMILY:

Advertising/ Promotion (Communications)

     

DIVISION:

ANI International Nutrition

        

LOCATION:

Russia > Moscow : Metropolis Building 1

     

ADDITIONAL LOCATIONS:

     

WORK SHIFT:

Standard

     

TRAVEL:

Not specified

     

MEDICAL SURVEILLANCE:

Not Applicable

     

SIGNIFICANT WORK ACTIVITIES:

Not Applicable