Divisional Trade Execution Manager at Diageo

Context/Scope

The role of the Divisional Trade Execution Manager is to manage and direct the divisional Sales Force and other trade marketing assets in order that they achieves the brand, availability and merchandising objectives in line with the needs of the trade.

Dimensions

Financial

• Budgets
• Divisional Volume & NSV Delivery

Market Complexity

KBL has +96% volume share of Beer market and +50% of Spirits. KBL operates in a very competitive environment that has seen the entrant of new players in the total beverage category. This necessitates the need for pro-active business approach.

The company invests heavily in A&P, Media buying, sponsorships and events to build brand equity and increase operating economic profit.

We must become proactive in managing market insights and competitor intelligence to fortress our beer share and grow our spirits share to match ambition of +70%

Leadership Responsibilities

Influencing the broader sales team on delivery of commercial agenda – Execution Standards, Cycle Activities, Innovation brands targets

Purpose Of Role

The main purpose for this role will be to develop and execute a divisional trade marketing and merchandising plan which meets brand, volume and profit objectives for each trade channel and customer through the most effective and efficient utilization of budgets and manpower in order to achieve overall Sales and Distribution objectives.

TOP 3-5 Accountabilities

Develop and implement divisional trade marketing and merchandising plan which meets the objectives of the regional trade marketing and merchandising plan and is in line with brand strategy and the needs of the trade

Manage the implementation of plans for merchandising and promotion in the outlets in order to achieve brand, volume and share objectives and targets

Manage the efficient and effective execution of a divisional trade marketing plan through on-job training, retraining, motivation and development of the Sales Force, in order that trade marketing and merchandising representation is superior to the competition in respect of both core and added value services

Manage the merchandising of company brands within retail outlets in the division in order to ensure that availability is maximized in line with brand strategies and the needs of the market by trade channel and outlet type

• Keep TMR’s fully informed at all times of objectives, progress and future Below The Line action plans so that effective planning and in-market activities can be implemented in a timely, efficient and effective manner
• Manage budgets and BTL assets to ensure that resources are secure and used in the most efficient and effective manner
• Provide information and reports on performance to ensure that the National Trade Marketing Manager, Customer Service, Marketing and Brand Marketing are fully informed at all times
• Manage contracted retail outlets in terms of contract compliance, optimal maintenance and placement of company material
• Implement national presence marketing and promotion programs with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the key strategic brands throughout the division by gaining the active support of the trade through the Sales Force

Qualifications And Experience Required

• Minimum 3 years’ experience at a territory representative or trade marketing representative level in an FMCG company
• Experience in people management - influencing