Trade Marketing Manager (Expired)

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Trade Marketing Manager

Gauteng (South Africa)
Market Related CTC

Permanent management level position in the FMCG, Retail & Wholesale (FMCG) industry.

Posted by The Job Box on 08/11/2013 Ref # CJ Ref# 1565836

Leading international confectionery company is looking to appoint a Trade Marketing Manager as soon as possible.



Incumbent will drive the business by deploying Trade Marketing Strategies for the Area/Channel/Customer, as well as defining and developing In-Store Strategy and POP materials (promotions, placement, POP material, POS animation); and coordinating inputs from Marketing and Sales, Group and external best practices. In addition, the person will support sales by preparing canvas plans and arguments to trade, and promote a category management approach by activating the relevant data collection and analysis.



Internally with the Marketing, Sales, Logistics, and Finance Departments

Externally with BTL Suppliers (packaging, POS material suppliers), Channel / Trade Clients, and Market research providers (Nielsen)



Diploma in Marketing or Economics with 6 – 7 years industry experience



The company requires a solid Middle Manager with 6 or 7 years’ experience – ideally the incumbent will be around the 30-35 age brackets. Candidate has to come from strong FMCG companies with good Trade Marketing skills.

The position requires a person who can work under pressure and autonomously, and maintain a high workload, assisted by a junior resource. Candidate also is required to deal with Category Management, as well as deal with the chains as a strong counterpart. Negotiating skills are important.



Strong Time Management and Planning Skills;

Organizing own work, setting priorities and meeting critical deadlines;

Detail oriented;

Adapting quickly to new situations, coping effectively in fast paced environment;

Negotiation skills;

Team working, client orientation;

FMCG knowledge (promotional policies and techniques, marketing, merchandising techniques, customer management);

Computer literacy: very good excel skills, SAP knowledge is a plus




STRATEGY DEVELOPMENT - Full level of responsibility with some shared support with the Commercial and Marketing Managers

Define the channel strategy planning the relevant trade marketing initiatives based on the marketing strategy

Define national standard of Building blocks KPIs by Channel / type of POS (distribution, freshness, visibility, price consumer, display)

Define and implement effective reporting tools to support the strategic development in the Country of the retail mix: spaces, exhibitors, promotion, pricing, planogram(shelf, off-shelf, check out-displays)

Develop   annual and monthly sales activity and marketing support plan (Canvas, monthly highlight) including support for new initiatives, launches

Confirm feasibility of marketing objectives for new launches and calculate costs of trade marketing activities for brand P&L

Converts marketing plan by Category to in store activities by Channel with Brand Managers and KAM’s.


SALES SUPPORT - Full level of responsibility

Provide effective information to sales function about products, promotional activities and display materials

Support KAM in the negotiation with main clients and in the management of key projects (channel or clients) providing market data and through the listing of new products and delisting of SKU's on certain customers

Integrate the Marketing activity and Customers Management promotional projects

Collect the Sales function requirement and ensure the implementation of country initiatives and tailor-made activities for requiring Clients

Create and provide catalogs to Sales Force for seasonal products

Monitor Trader Spend Management by Customer, Campaign, region, month

Develop Sales Tools (sales folder, product catalog, presentations for major campaigns, category & commercial arguments)

Support Sales to Forecast Volumes for major In-Store activities

Support in trade expense forecasts for BTL activities


RELATIONSHIP MANAGEMENT - Full level of responsibility

Integrates the activities of Marketing, Sales and Logistic functions

ensuring correct and timely flow of information in accordance with Group policies and deadlines


MARKET ANALYSIS - Shared responsibilities with Sales, Marketing and Business Intelligence

Monitor and analyse trade, competition and consumer market data in order to identify business opportunities and develop new Trade Marketing plans.

Contribute in the definitions of promotional or marketing projects, monitoring the Trade development


BELOW THE LINE COMMUNICATION ACTIVITIES – shared responsibilities with Marketing

Creates, in coordination with Marketing, all the BTL communication.

Ensures the implementation of Point of Sales activities like promotions, placement, POP material, PoS animation

Ensures 365 degree POS management across all brands

Compose monthly activity canvas for each main brand (6 weeks in advance)


TRADE EXPENSE BUDGET MANAGEMENT - Full level of responsibility

Propose and manage the trade expense budget for major national TM events

Ensure the proper management of trade budget in line with business objectives

Create and approve activity based trade spending plan

Analyse trade spending efficiency


POS MATERIAL MANAGEMENT – Full responsibility shared with Marketing

Define the most appropriate POS material by format, channel, both for occasions and permanent

Source and manage external suppliers to develop and deliver POS materials

Ensure correct quality, quantity and distribution of  POS materials

Receive feedback from the field on POS materials and appropriate materials in accordance with field requirements and marketing guidelines


TRADE MARKETING IMPLEMENTATION – Full responsibility with some shared responsibility with Sales and Marketing

Collect input and proposals from regional & area sales managers on trade marketing activities and coordinate between Sales and Marketing in order to implement the marketing plan at sales field level

Collect and analyse relevant data to promote Category Management approach

Define special promo pricing

Define distribution targets for TV supported cities for key SKUs by channel

Create in coordination with Marketing, all the BTL communication

Coordinate major national BTL In-Store Activities implementation by collecting and transferring all relevant instructions and providing all needed materials

Define Promoter system, planning, approval

Collect and analyse data on promoter rentability

Monitor implementation of the POS activities plan and analyze effectiveness

Analyze results and efficiency of the campaigns, share results with sales and marketing, propose actions for increasing efficiency

Analyse sales and stock info on a regular basis and propose special actions for over stocks and products with short expiry date


MARKETING PROJECT’S SUPPORT – Relevant responsibility support to Marketing

Define Points of sales for test market projects including distribution scope by channel, listing preparations and POSM support

Consolidate test results and provide reports to marketing

Provide marketing with market competition reports (BTL activities, new product launches)




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