Job Description

 

 

• Developing trade segmentation and Go to market strategies
• Leading shopper insight by retail environment
• Assessment of CP and Category performance by channel, strategy definition and objective-setting
• Defining & deploying 5P tactics by retail environment
• Objective setting, activity coordination and spending control
• Contributing to Business Planning process
• Key activities:
• Developing trade segmentation and Go to market strategy
• Coordinating with Customer Management and Consumer Insights the segmentation and validation of retail environments based on shopper profiles
• Development of a Go to Market Strategy which defines the role of service providers, identifies the pricing flow for key SKUs, and ensures distribution and coverage are optimized in each channel at the lowest possible cost
• Leading shopper insight development and application by channel
• Working in conjunction with Consumer Marketing and Consumer Insights to develop research programs: building expertise in retail environments, general shopping behavior, category-specific behavior by environment etc
• Assessment of CP and Category performance by channel, strategy definition and objective-setting
• Leading the development of a channel strategy which seeks to exploit incremental sales growth opportunities in existing, emerging and new retail environments
• Establishing objectives and KPIs for all categories and retail environments and ensuring tracking mechanisms are in place and utilized
• -Anticipating, predicting, and proactively responding to competitive moves and tactics in the channel, and in-store programs, while benchmarking CP share of voice/activities in-store
• -Tracking, reviewing and modifying channel and account plans to ensure Colgate is driving consumption off the shelf cost effectively and brand objectives are achieved within channel and customer P&L guidelines
• -Conducting pre and post analyses of customer and channel promotions, developing a library of performance history, and adjusting business plans based on results to drive improved return on investment in all types of trade spending
• Defining 5P strategy and tactics by retail environment
• Applying shopper and trade insights and performance assessment to develop recommendations for product, pricing, promotion, placement and POP Media by retail environment
• Ensuring Customer Management and in-store staff are supplied user-friendly guidelines for management and execution of 5P strategies/tactics by retail environment
• Objective setting, activity coordination and spending
• Coordinating the planning and execution of channel and account activities and communicating plans to the relevant channel/account/geographic teams and Field Sales force on time and accurately
• Optimizing resources and leveraging trade spending among channel : customers, geographies, categories, and brands/products given Colgate's strategic direction, and ensuring fair and equitable resource allocation between customers
• Commercial management :
• Contributing to effective business planning by helping develop channel and account- specific strategies and in-store programs which deliver the brand and channel budget, and managing risks and opportunities

 

 

 

Requirement

 

 

• A proven track record of performance with at least 3 to 4 years of increasing marketing/sales responsibility, especially in key account management
• Fluent English
• Desired
• Previous experience working in a matrix environment
• International business experience preferred
• Competencies (Ranked order of Importance):
• Strategic and Creative Thinking:Drives the planning, management, and monitoring of sales performance by channel, category, geography and account and works with account management and marketing to develop strategic innovative solutions that grow both Colgate and the customer's business. Takes initiative to understand emerging consumer and marketplace trends and thinks through implications for the categories, channels and the customers; thinks in terms of local concerns and global needs.
• Trade Understanding and relationships: Adapts to rapid changes by customizing the way Colgate does business with customers in the different channels; works to understand the objectives and priorities of key customers; understands the key factors driving change in the trade environment and the implications for both Colgate and its customers.
• Financial understanding:Uses objective, fact based information (customer data, research, SAP, syndicated data) to make decisions; understands drivers of profitability and margins for both CP and the customer; develops insightful conclusions from complex information; knows how to build and manage a complex trade spending budget.
• Cross Functional Relationships:Encourages collaborative planning and problem resolution across channels and categories; prioritizes what's important across functions, channels, categories, and geographies; encourages others and personally develops good working relationships with professionals in other departments, regionally, globally, and in other countries.
• Results oriented:Demonstrates high energy in tackling challenging goals; executes with speed and clarity; simplifies systems and processes to eliminate unnecessary work; overcomes barriers to achieve results; holds people accountable for delivering results
• Planning / Priority setting:Sets realistic milestones and actionable plans to support successful project achievement; monitors progress and adapts plans according to change in circumstances; anticipates and removes potential roadblocks and develops contingency plans when needed; manages expectations of others and negotiates priorities
• Consumer/Shopper Understanding:Has a broad based knowledge about the consumer (attitudes, habits, shopping behavior) for each channel; works with consumer insight professionals to define business goals and specific research objectives prior to developing trade research programs.
• Business and Global Perspective:Stays abreast of external business developments and understands their potential impact on Colgate's performance; brings cross disciplinary knowledge to bear on issues and opportunities; focuses on profitability and considers cost options when making decisions; actively integrates external and internal best practices and trends.
• Communications: Keeps people well informed of plans, goals and objectives; provides clear understanding of job priorities and performance expectations; clearly and simply expresses ideas and concepts
• Promotional Excellence:Drives the use of innovative and customized trade promotions focused on the customer's consumer and channel and conducts post analyses to learn from results; selects creative ways to leverage and invest trade money to drive customer's performance and profitability.
• Team Building: Encourages people to work as team; facilitates a sense of belonging to the organization and the company
• Category Management: Understands the strategic importance of category management and drives use of it in key accounts; has expertise in interpreting and applying the category management 8 step process.