Commercial Capabilities Manager

Job description / Role

Job Summary
To play a key role in achieving company sales target & category growth through developing & implementing BTL strategies within brand guidelines as well as customers and shopper expectations.

Main Accountabilities include:
Drive Company's vision at the Point of Sale (POS):

• Maximize off take on company brands through developing best in Store Strategy (Placement, Visibility, Activation and Distribution) with the Brand Managers, Channel Managers & Sales Team;
• Develop & deliver necessary trainings for merchandisers and sales on product knowledge, POS execution and shoppers profile;
• Plan in conjunction with the Trade Marketing Manager and Sales Team the salesman and merchandizing tools;
• Develop, align and deliver periodical Trade Audit reports by category and specific category development recommendations.

Launch Support:
• Plan in coordination with Marketing and Sales the support for all new launches;
• Develop sales presenters and road show toolkits for sales teams whenever needed;
• Conduct periodically trade visit to assess new launches implantation in key markets;
• Assess launch success, preparing a periodical dashboard to track the launches.

Yearly Planning / Management (AOP):
• Develop yearly trade marketing plan on brand level and channel level in line with Brand guidelines, Sales feedback and Shoppers insights;
• Produce and supervise shipment of POSM (regular, launch and promotional) and Sales Toolkits to all markets within agreed timelines;
• Manage Trade Marketing budget efficiently & ensure cost policies are applied having in mind optimization between quality & price.

Activation Evaluation:
• Pre & post promotions evaluation through: estimated ROI, market feedback as well as market data readings when applicable;
• Work closely with Finance to validate all promotions for future planning and efficient achievements.

Functional Coordination:
• Consult with other functions internally (Country Managers, Supply Chain, Marketing, Sales and Finance) as well as externally (Agencies, Key Accounts and Shoppers) as necessary to gain information and insights, as well as achieve results that are aligned with corporate and functional objectives;
• Conduct training sessions with the Merchandising Team;
• Conduct market visits in coordination with Channel Managers and Sales Team.

Deliverables:
• AOP Trade Marketing master plans by TOP by territory by channel.
• Trade Marketing Key initiatives delivery in time and quality.
• SOM by brand, territory and channel.
• Profitable volume and Value growth by channel.
• In-store activation budget effective management.
• In-store activation budget productivity.
• In-store execution by territory by channel.

Requirements

Requirements:
• 4-5 years of experience in Trade Marketing in FMCG industry, preferably food & beverages industry;
• Previous track record in coordinating and managing trade related activities with marketing and sales, supporting category development, NPD launches, delivering tools and presentation materials for customer meetings;
• Track record in analyzing market data, building insights, and utilizing data systems, preferably Nielsen, Kantar and EPOS systems;
• Ability to demonstrate creativity in delivering activities (e.g. promotions and POS) to add value in line with brand objectives;
• Ability to display initiative and interpersonal skills, and able to work with cross-functional groups across multiple levels of the organization to deliver results;
• Track record of agency management, project management and brief writing;
• Track record in clearly articulating marketing strategies and goals to the sales organization to influence sales tactics and strategies;
• High level of personal organization and ability to prioritize and organize workloads independently when required setting own priorities in line with business needs;
• Ability to problem solve and “make things happen”;
• Excellent verbal and written communication skills (outgoing personality) - Fluent spoken and written English
• Willingness to learn and develop with the role.

About the Company

A leading FMCG company in GCC.