Danone MENA is looking for a talented Trade Marketing Specialist to be based in Jeddah- KSA like you!
In the context of Specialized Nutrition MENA, the candidate will be responsible for ensuring excellence in execution of trade processes, in terms of correct assortment, PICOS, efficient sales channel control, business expansion & channels mix optimization. In summary, the candidate will support sales forecast planning & delivery, according to demand management – whether offtake, IMS, market days on hand, or returns.
The candidate will also carry the following responsibilities:
Essential daily practice:
- Targets forecast build up, result analysis and follow up, as well as Commercial analysis and reporting.
- Execute the annual business plan and comply with strategies, distribution / trade marketing to deliver the vision and mission.
- Consolidate sales data of offtake per customer/store & analyze the results vs. KPI’s on monthly basis, to monitor the development by Channel/Customer/SKU’s and product range.
- Create and update a dashboard and share the key highlights with all stakeholders on monthly/quarterly basis.
- Analyze monthly market shares and distribution data.
- Collect and analyze e-commerce data on monthly basis.
- Identify focus areas and propose action points, support, and follow up with execution.
- Merchandisers team, Training & coaching visits
- Lead merchandisers team to share daily visits & availability.
- Coach merchandisers to make sure a proper PICOs in front of shoppers.
- Accelerate availability and coordinate with Healthcare Nutrition teams.
- Conduct at least 1 coaching visit per month with each merchandiser.
- Report the coaching visits and share feedback with line manager and all stakeholders.
Trade:
- Market audits
- Conduct weekly market visits as per plan, to monitor given KPI’s and report back to the team and distributors.
- Follow up with distributors on action points.
- Make quarterly “before and after” reports + results dashboard.
- Follow up with the distributors on listing & availability of our products by store and SKU and manage new listings when new platforms/portfolio come up.
- Make sure all stores use correct portfolio and planograms.
- Monthly report of market feedback.
- Distribution
- Improve distribution by constant market visits and follow up.
- Monitor stock levels and highlight any gaps to the sales team.
- Ensure execution of service level agreement and lead time
- Commercial and channel development
- Conduct business review with sales teams on monthly basis to monitor performance by channel/customer as well as identify opportunities, development areas and translate them into action points and KPI’s.
- Follow up on action points and KPI’s as per the business review to ensure correct and timely execution and measurements.
- Activations and projects executions support
- Implement the trade marketing strategy for given countries in line with SN MENA overall plans.
- Follow up with promotional & activation plans, from development of POS to timely delivery of promotional materials in store, while managing the available budget
- Standardize the methods of evaluating the various promotions & generate timely reports.
- Take corrective and pro-active actions to improve promotions/activities effectiveness.
- Plan, execute & monitor in coordination with Key Account Manager, KSA relevant route to market, other relevant projects in KSA.
KEY PERFORMANCE INDICATORS
- In market sales achievement
- Numeric & Weighted distribution
- Forecast accuracy
- Proper market stocks
- Market returns less than 1%
- Number of customers expansions
- Annual trade budget spent optimizations
- Channel mix optimizations
- Customize Market share target per channel
- Seasonal activation outcome
- Team feedback toward availability acceleration
To be successful in the role you should ideally have:
Education
- Bachelor’s degree in nutrition, pharmacy or business management
- Advanced user of Microsoft Office applications, in particular Microsoft Excel & PowerPoint
Experience:
- Years of experience: Minimum 2 years’ experience in FMCG and/or pharmaceutical, cosmetics or Derma Industry, in a similar role.
Soft Skills:
- Communication & Presentation skills
- Relationship building
- Emotional intelligence
- Analytical thinking
- Problem solving
- Team collaboration
- Cross functional coordination
Location:
Languages required:
Arabic and English are a must.
Danone Values: Candidates are expected to adhere to Danone's core values: Humanism, Openness, Proximity & Enthusiasm.
