Manage the present

• Own and lead Trade & Channel Strategy Definition and Execution for your market.
• Deliver Channel/ Shopper Strategies to win at Point of Purchase

Create the environment

• Be the ambassador of Shopper & future retail environment focused thinking in your market.
• Encourage/ foster the development of a challenge mindset within the sales organization to drive commercial innovation and profitable market share growth

Create the future

• Actively drive Integrated Commercial Planning and champion the growth model for your category. Continuously focus the full sales organization on; and identify future skill sets, mindsets, tools and GTM models required to win in the future

NO.

KEY ACCOUNTABILITY

DESCRIPTION

1

Mindset

• Champion Growth Mindset
• Drive a category, shopper and future retail environment mindset out across the whole organization - be the shopper and customers voice
• Drive cross functional collaboration at Market Level, as well at region/ Global (if any).
• Drive and support the local in market Sales organization to execute with excellence.
• Purpose & Values: Constantly work to build a team environment that is enshrined in our STADA Purpose and our 4 Values

2

Be the Local Shopper Marketing Expert

• Understand, analyze and communicate clearly the shopper, category and trade dynamics in the market now and in the future.
• Be the shopper and customer voice within the company.
• Fully understand shopper journey, tailor and deliver activation plans that span the entire journey and leverage across channels.
• Drive culture of being insight led – drawing actionable insights from market intelligence to enable the sales organization.
• Ownership of the Commercial Strategy guidelines based on market, channel, category and brand strategies identified to win at point of purchase and recommendation. This includes but is not limited to: Consumer promotional plans, Primary & Secondary Display Activation, instore marketing activities and HCP engagement plans. Set standards based on ROI learnings and support business case for any new mechanics using pre and post evaluation
• Pricing: Review channel level price waterfalls on an annual basis and take part in annual shopper pricing reviews to ensure we are competitive at all levels of pricing
• Brand Fundamentals: Support a constant review of core brand fundamentals such as packaging, pack sizes, format and claims with a cross functional team

3

Be the Channel Expert

• Complete a clear multi-channel strategy including E-Commerce with clear investment and activity choices for the sales organization
• Account Standards: Create and align Account Standards for key customers / channels/ store formats
  • Distribution: Define Must Stock List (MSL) by channel and align with management team
  • Display: Primary & Secondary display KPIs by brand and store type and align with management team
  • Ensure account standards are effectively input into Perfect Store, Win in Store and Distribution programs for your category
• Cycle Plan: Ensure full alignment for your category, by market and channel cycle plan to ensure we maximize activity ROI and align with our Growth Model
• Promotional Plan: Develop and own the promotional strategy and ensure compliance. Set standards based on ROI learnings and support business case for any new mechanics using pre and post evaluation.
• Sales Support: Work closely with markets in developing customer contract to accelerate growth of key & potential customers for your category

4

Externally Focused

• Sales Support: Ensure key commercial strategies, executional standards and relevant category knowledge is communicated to the sales organisation in a relevant and timely way.
• Sales Support: Work closely with Key Account Managers in developing customer contract to accelerate growth of key & potential customers
• Be customer facing at key meetings with key strategic retailers
• Drive the charge for external focus and customer centricity at a category, brand and channel level

5

Controls & Compliance

• Ensure a culture of compliance and ethics within not only the TM but the total Region
• Full ownership of the annual Shopper Marketing budget, managed to ensure it remains on target with ROI
• maximization (A&P, POSM) – allocate to Countries/Channels & Retailers to ensure Market Share growth
• Ensure all POSM, Detailing & Trade material is designed with enough time to allow Countries to localize in line with Market Regulations
• Ownership of the monthly category sales dashboard in conjunction with the Head of Sales

6

Brand Team Partnership/ Leadership

• Be an active and proactive key member of the Commercial team
• Create a sense of common purpose across local  commercial team and cross-functional teams and shares business/sales imperatives, by establishing clear and positive messages about what needs to be achieved.
• Closely working with cross-functional partners in the market to ensure of the operational and support for the assigned channels/ brands
• Closely working with external partners related to category/ brands work;

Financial KPIs

Executional KPIs

Other KPis

KPIs priority

1

Market Share

Country-level;

Volume & Value Gained + Gr%

Execution

• Distribution, Primary,

Secondary & Perfect Store

People

• Pulse Survey results

• etc…

2

Profit

Brand-level;

• Net Sales, Gross Sales, P&L, A&P, Supply...

• Execution of core

commercial programs: Distribution, Perfect Store, Perfect Season, Pricing, GTN

(support)

NO.

SPECIAL REQUIREMENT

DESCRIPTION

1

EDUCATION

• Bachelor’s degree; Sales & Marketing background is preferable.

2

WORKING EXPERIENCE

• +8 yrs working experience
• Current or previous experience in Consumer Healthcare or FMCG companies
• Experience in Traditional and Modern Trade
• Cross Functional Commercial experience preferred
• Advanced Category Management, Path to Purchase & Trade Pricing experience preferred

3

COMPETENCIES

• Strong Leadership
• Adaptable to a fast-paced, high-growth, changing environment
• Strong Financial Acumen (Internal and External)
• Strong ethics and decision-making skills
• Clear understanding of categories, shoppers and retail channels
• Excellent interpersonal and communication skills
• Externally focused and customer orientated
• Excellent communicator both written and verbal, especially in groups, preparing and delivering presentations

4

OTHERS

• Demonstrate proficiencies in office productivity tools.
• Good at English (both written and spoken).