Trade Marketing Manager

JOB DESCRIPTION:

Abbott is about the power of health. For more than 125 years, Abbott has been helping people reach their potential — because better health allows people and communities to achieve more. With a diverse, global network serving customers in more than 150 countries, we create new solutions — across the spectrum of health, around the world, for all stages of life. Whether it’s next-generation diagnostics, life-changing devices, science-based nutrition, or novel reformulations, we are advancing some of the most innovative and revolutionary technologies in healthcare, helping people live their best lives through better health.

RESPONSIBILITIES: 

The primary function for this role is to Develop actions to accelerate sell-out at pharmacy, optimizing channel mix, marketing tactics and ensuring Trade Customers performance and long-term preference towards Abbott’s value proposition, considering Brands’ strategy, Trade customers’ needs and expectations, shoppers’ behavior understanding. Coordinate the different brand specific strategies into a consistent trade development strategy and plans per clients and/or channels.

Core Job Responsibilities

Have a solid understanding of the Pharmacy landscape: different stakeholders, their market share, their needs, and expectations. Decode the retailers’ purchasing criteria. Study the shoppers’ behaviour at Point of Sales (POS) (valid for OTC as well as for Rx) Understand the different offer categories at POS: products and services, their contribution to retailers’ strategy, the growth opportunities. 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. 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. Manage the Trade segmentation and targeting with Sales Teams. Define and develop Trade Marketing strategies and tactics (such as merchandising recommendations, visibility tools, trainings, patient support programs..) to stimulate Abbott’s brands availability – visibility and recommendation, bridging Abbott’s brands’ strategy and customers’ needs, customizing these actions by customer segment and TKA when relevant. Build a Loyalty Program for Strategic Pharmacies. Formalize the Trade Marketing actions in a Trade Marketing Plan (TMP) 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. Ensure the TMP execution and facilitate interactions with all in-field functions and marketing teams. Measure the ROI of TMP.

 Position Accountability / Scope

• Ability to decode customer’s strategy, gather latent needs
• Ability to pro-actively screen for shoppers’ behaviours trends, drive appropriate studies to understand shopper’s behaviours at pharmacy
• Ability to develop competitive watch, benchmark competitors' strategy and provide insight
• Ability to document insights, propose pro-actively strategies to bridge Abbott’s brands’ strategy with Trade customer’s
• Ability to understand in depth Brand’s 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, Marketing 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, brand’s seasonality, lifecycle…Knowledge 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

REQUIREMENTS: 

• Bachelor’s degree (or equivalent) required; Business degree is preferable;
• At least 10 years of commercial/sales experience that involved working closely with customers to deliver results.
• Excellent command of English both written and spoken.
• At least 3 years of marketing/Trade marketing that involved working closely with retailers.
• Experience in health care (OTC, Gx), Fast Moving Consumer Goods (FMCG) and/or Retail
• Strong analytical skills (i.e., ROI calculation, forecasting and planning)
• Excellent communication, negotiation and interpersonal skills.
• Strong Leadership skills, persistent and positive mind set, strong accountability and great team player.
• Strategic & Creative thinking skills: Ability to think strategically and create high impact marketing initiatives that resonates with target audience.
• Strong Project management Skills: Excellent Cross functional Collaboration with knack for anticipating challenges & problem solving skills.
• Entrepreneurial Mindset Skills: a pro-active, results driven individual eager to experiment with new approaches and strategies with minimal direction.

HOW TO APPLY: 

• If this seems the right role to launch your career please [apply through the following link] OR [send your CV with the title [insert internship title here] to [insert recruiter email here]].
• This position will be open for new applications until [insert closing date for applications here].

For more information on Abbott please log onto:

The base pay for this position is

N/A

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

JOB FAMILY:Product ManagementDIVISION:EPD Established PharmaLOCATION:Saudi Arabia > Jeddah : The Headquarters Business Park, Corniche Road., Ash ShatiADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Not specifiedMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Not Applicable