National Customer Marketing Manager

Job Description:

• Job Purpose:

• Develop winning strategies at point of purchase for ANI brands 
• Develop Trade Marketing Strategy to help achieve Trade Sales
• Develop customer activation programmes for all trade channels
• New channel opportunity identification and strategy development.
• Control and accounting of total Trade SGNA for Trade
• Develop a consumer promotion strategy for ATL supported brands
• Sales Strategy and Planning: Route to market strategy for regional accounts, Defining productivity KPIs for the MT, Sales distribution plan for NPI

• Key Responsibilities:

• Work closely with the National Sales Manager – MT , NAMs and regionals KAMs to deliver the sales plan
• Central point of contact between Sales and Marketing to align plans
• Work closely with PND and MND BU Heads on a channel strategy for their brands in pharma, hyper and regional accounts.
• In conjunction with the brand and BU Trade team formulate a consumer promotion strategy which enhances brand saliency and helps in achieving sales & distribution objectives.
• Deliver consumer promotion plans for Pediasure.
• Develop POP to effectively communicate consumer promotions. 
• Formulate Point of Purchase strategy in sync with the brand objectives.  
• Develop creative agencies/units which specialize in point of purchase design and implementation.
• Arm the field force with innovative POP tools to create heightened visibility for our brands in the market space 
• Develop shopper engagement strategy to leverage the shopper/consumer touch points at the point of purchase especially modern trade.
• Develop brand activation programmes in the retail space to maximize reach and shopper interaction.
• Control and manage the ISP program in MT 
• Formulate category based commercial proposition for the key accounts in conjunction with the key accounts team
• Develop category and brand development initiatives for the key accounts.
• Involve in negotiations with key accounts to formulate annual business plans.  
• Set up robust trade marketing activity calendar in conjunction with the brand objectives
• Set up system to update key stakeholders on SG&A spends
• Set up evaluation and measurement parameters for Trade Marketing Activities
• Ensure proper documentation of SG&A spends and distributor reimbursements 
• Work closely to develop a strategy to motivate distributors / distributor salesmen and get them to drive the ANI business
• Develop a strategy for Chemist channel so as to drive throughput for ANI products
• Work closely with the regions to activate the semi w/s
• Prepare a sales launch plan for all NPI
• Track and measure the NPI launch for the first phase

• Behavioral Competencies Required:

  Designing, implementation of plans, including the actions to be taken, their sequence and the responsibilities for each person or group involved. Removing constraints and barriers on action and initiative.
• Introduce the organization to new wow for Customer Marketing
• Challenge existing systems and processes and recommend changes
• Ensure proper controls in all SG&A spends

• Developing People

  Having high expectations about the potential of staff and providing them with resources, coaching, feedback, training and stretching responsibilities to develop their capabilities
• Investing in training
• Retaining high performing individuals

• Customer Focus

  Focusing the team/organization on adding value to the customers (internal & external) and taking action to build customer/client value.
• Quick resolution of issues
• Providing value to the customer
•  

  Experience/Knowledge/Technical Skills Required:

  Education :

• University degree with a preference for a post graduate management degree from a renowned university

• Experience :

• Minimum of 6 – 7 years experience in a reputed FMCG Company in the Sales / Marketing function with at least 2-3 years experience in handling key accounts
• Extensive knowledge of marketing and brand plans
• Good grasp of distribution and logistics management
• Understanding of financial and legal regulations

• Skills :

• Sharp negotiation and influencing skills
• Understanding of the Indian retail environment 
• Analytical skills
• Networking and strong orientation towards customer management
• Ability to handle pressure in a dynamic environment
• Ability to handle complex and diverse business situations
• Channel strategy for MT by format type
• Nutrition Advisor and 3P management
• Shopper Insighting and engagement
• Activation programs with shopper
• Drive innovative ways for New users acquisitions in MT /open format stores
• Rolling forecast
• Accounts claim management
• HO & Regional control
•  Helping the verticals in the Trade BU meet their top line sales objective
• Develop consumer promotion strategy with proper action standards and measurement criteria.
• Develop and implement winning  Point of Purchase strategies
• Develop category based propositions for key accounts to help ANI drive category growth
• Develop Trade Marketing Strategy to help achieve sales and distribution objectives 
• Develop channel strategies for existing and new channels.
•  Sales plan for NPI and NPI tracking
• Enable and Drive change

The base pay for this position is

N/A

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

Job Family:

Sales Force

Division:

ANI International Nutrition

Location:

India : Remote

Additional Locations:

Work Shift:

Standard

Travel:

Yes, 20 % of the Time

Medical Surveillance:

Not Applicable

Significant Work Activities:

Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day)