Customer Marketing Manager – East Africa at GlaxoSmithKline Plc (GSK)

Job Purpose

• Lead the development and execution of Customer Marketing Strategy for designated brands through relevant trade channels with the ultimately goal of winning the purchase decision at retail
• Drive both customer and shopper connection activities to enhance distribution and secondary sales across different channels via development of effective winning proposition for the field sales team

Key Responsibilities

Activity Plan Development and Execution

• Develop sound, executable plans based on category, channel trends & shopper insights and drive execution through the field sales team
• Ensures the design of trade and shopper activities reflects channel, customer and shoppers’ needs

Activity Management & Sufficiency

• Design and own the full year trade & shopper activity calendar for key brands in collaboration with the KAM, MAM and Field sales team to support the achievement of company’s Net Sales target
• Lead end to end trade and shopper activity management (Design, Execution, Tracking, Evaluation and Claim reimbursement).
• Ensure activities plans are adequate to achieve GSK objectives for the brands and check sales force capacity to execute brilliantly

Development of Selling Toolkits

• Equip the sales team with winning customer proposition by brand and channel to secure customer support for GSK brands. Provide the sales team with required selling tools such as Look of Success, Master stock List, Planogram, Sales Presenters, RRP, Profit Story, Sell document, Trade briefs etc.

Effective visibility solution at Point of Purchase

• Develop in collaboration with Brand team visibility materials based on understanding of the channel and shopper with the goal of winning the purchase decision at retail
• Work with Procurement and Third-party agencies to deploy visibility material that cannot be implemented by the Sales Team

Gross 2 Net and A&P Effectiveness & Stewardship

• Guide investment of G2N and A&P effectiveness behind Sales & Category drivers to optimise Return on Investment (ROI)

Others

• Track competition activities, promotions, prices, innovation and report same to the business
• Provide input into RCA meetings with respect to trade and shoppers promotions/programmes’ objectives, activities and timing
• Provide trade and shopper insights to Marketing in the development of MAPs
• Mine and interpret research data/information to aid planning and decision making
• Collaborate with ASMs and RSMs to develop strategies that will grow distribution in their region
• Manage Merchandising and Urban rep programme
• Manage Contracts and TPO and their repositories
• Develop STPS for all channels and Countries
• Management Monitoring

Accountability

• Outcome of trade and shopper activities executed in the market i.e. both results and financials

Complexity

• Cross functions – the performance relies very much on other functions within GSK (if any of the functions does not perform the overall performance is affected
• Managing third party Agencies
• Collaboration with Field Sales, Marketing, Finance, procurement and Compliance

Specialized Knowledge

• Strong track record in Field sales & Customer/Trade Marketing
• A good understanding of sales fundamentals/drivers and tools. Strong capability and able to coach others on Insights, Sales fundamentals/drivers, Outlet Segmentation and Managing Relationships
• A good understanding and strong capability to coach others on customer marketing fundamentals & BTL process.
• Be imaginative in finding solution to issues, anticipating trends and opportunities, and pursuing opportunities for the business
• Demonstrate high integrity and build great relationship with internal and external partners.
• Demonstrate proper understanding of relevant SOPs and Policies
• Demonstrate drive to make a difference to business performance through brilliant execution, thoroughness and high standard in everything you do.
• Ability to create focus and clarity for team, with clear communication on on-going activities to provide context.

Qualifications And Experience

• Educated to degree level or equivalent
• Minimum 7 years commercial experience in Field sales and Customer/Trade marketing
• Good track record on previous roles
• Proficiency in Microsoft Excel, Word, outlook and PowerPoint
• Experience in similar roles is an added advantage

Contact Information

You may apply for this position online by selecting the Apply now button.

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