Trade Marketing Manager

JOB DESCRIPTION:

CORE JOB RESPONSIBILITIES

1. Have a solid understanding of the Pharmacy landscape: different stakeholders their market share their needs and expectations
2. Decode the retailers purchasing criteria
3. Study the shoppers behaviour at Point of Sales (POS) (valid for OTC as well as for Rx)
4. Understand the different offer categories at POS: products and services their contribution to retailers strategy the growth opportunities
5. Play an active part with Brand Marketing Teams understanding accurately the brands priorities bringing to marketing teams documented field insights pro-actively proposing initiatives to translate at Trade level the brands strategy
6. Play an active part with Trade Key Account Managers (TKAM) and Retail Sales Managers (RSM) understanding their objectives and priorities ensuring alignment between Marketing and Trade Key Account management Plans (TKAP template will be provided during Trade Marketing training) pro-actively proposing actions to seize opportunities identified.
7. Manage the Trade segmentation and targeting with Sales Teams
8. Define and develop Trade Marketing strategies and tactics (such as merchandising recommendations visibility tools trainings patient support programs..) to stimulate Abbotts brands availability visibility and recommendation bridging Abbotts brands strategy and customers needs customizing these actions by customer segment and TKA when relevant. Build a Loyalty Program for Strategic Pharmacies.
9. Formalize the Trade Marketing actions in a Trade Marketing Plan (TMP)
10. 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
11. Ensure the TMP execution and facilitate interactions with all in-field functions and marketing teams
12. Measure the ROI of TMP

SUPERVISORY/MANAGEMENT RESPONSIBILITIES

1. Working directly with Sales & Marketing Directors contributing to the Affiliates marketing and commercial strategy
2. Strong collaboration with Brand Marketing and Retail Key Account Managers
3. Must be able to work cross functionally with Field Sales Teams

Knowledge & Experience:

3-5 years of commercial/sales experience that involved working closely with customers to deliver results
3-5 years of consumer marketing/Trade marketing that involved working closely with retailers
Experience in health care (OTC Gx) Fast Moving Consumer Goods (FMCG) and/or Retail
Marketing and trade marketing skills Strong analytical skills (i.e. ROI calculation forecasting and planning)
In countries where Abbott has no Trade Unit cross functional knowldege is key to being able to coordinate products trade actions within the organization.

Competencies required:

Ability to decode customers strategy gather latent needs
Ability to pro-actively screen for shoppers behaviours trends drive appropriate studies to understand shoppers behaviours at pharmacy
Ability to develop competitive watch benchmark competitors strategy and provide insight
Ability to document insights propose pro-actively strategies to bridge Abbotts brands strategy with Trade customers
Ability to understand in depth Brands 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
Abability to manage multiple tasks concurrently under aggressive timelines in a dynamic environment while maintaining strong attention to detail and quick recall
Knowledge of the retail Pharmacy 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 brands seasonality lifecycleKnowledge of the retail Pharmacy landscape market share of key players their needs and expectations
Knowledge of the different product categories at pharmacy understanding of the strategic interest for pharmacist of each category
Knowledge about shopper marketing
Knowledge of retail financial ratios ability to use them

Minimum Qualification:

Bachelors degree (or equivalent) required; Business degree is preferable; at least an intermediate English level

The base pay for this position is

In specific locations the pay range may vary from the range posted.

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