Trade Marketing Manager

Role purposeConsumer business in Vietnam (Anlene & Anmum brands) is expected to return to growth from 2019 with an average growth of 9% p.a. over the next few years. This position is critical to achieve or exceed sales, share, penetration & distribution objectives, then contribute to delivering ambitious financial objectives of the business unit in both Vietnam & Cambodia.The main purpose of this Channel Marketing Manager role is also included:• Lead and develop channel / geography strategy that translate brand strategy• Lead and develop Perfect Store programs which is included the 5Ps (Product, Placement, Promotion, Pricing, & POSM) by channel and region.Role accountabilitiesFinancials• Deliver sales volume (metric tons) and gross sales value.• Manage GTN (trade spending) and product mix to deliver net sales & gross margin targets.• Manage Trade A&P within the given budget to deliver Opex target.• Increase market share, distribution, visibility and space share of Anlene & Anmum.• Category & Trade InsightsShopper Marketing• Develop and execute Shopper Marketing programs, that follow brand strategy and activation platforms while delivering on customer specific insights to deliver profitable volume growth & equity of brands.• Build consumer promotion for nationwide, focus on GT channels• To run daily operation of the category, promotion sourcing, POSM development, and coordinating with Field sales to make all category activities happen effectively at point of purchase.• Responsible for the marketing assigned budget and maintaining effective cost control to achieve budget goals• Evaluate key Shopper Marketing programs 90 days post program completion.• Do the analysis to identify business opportunities and drive efficient and effective programming.• DEVELOPMENT: Customer/Channel Marketing Activities, Merchandising Planning, Budgets, Channel/CategoryCommunication• OPERATIONS: Brand/ Sales Diagnostics: Trends, Gaps, Opportunities, Issues, Trade Tactics,..Revenue Growth Management• Determine channel trade spending strategy to deliver targets. Manages and monitors channel, region and key customer trade investment. Ensure efficiency of the trade investment of both GTN and A&P follow trade spending playbook.• Own and determine national Gross To Net (GTN) of all channels to deliver business objectives.• Lead and develop national and regional effective promotions. Maximize the ROI of each promotion program via an effective promotion evaluation process.• Allocate funds to resource the execution of agreed RGM initiatives and measures their ROI.• Develop activity grids by channel, region, key customer chain which maximize net sales using ROI tools.• Deliver right product mix to maximize margin for total consumer business.• Be a key OPCO coordinator for Pack Price Architecture (PPA) project.• Effectively manage and control GTN and Trade A&P within a given budget.Integrated Business Planning• Communicate clearly and timely plans, activities and spend to sales team (including cross-functional team) ensuring understanding of the same.• Determine operational plans to deliver annual activity grid specific to regions, channel and key accounts.• Develop category / channel KPIs, identify opportunities and risks and communicate via scorecard.• Provide inputs for accurate, complete and timely bottom up forecast via historical data, business trends and category insights and activities.• Identify business development opportunities to further improve in-market execution.• Ensure speed to market on innovation including NPD, events, promotions, and POSM.• Conduct regular field execution check and provide timely feedback to internal and external stakeholders.Capability, Systems & Processes• Coordinate with Human Resources and Line Managers to efficiently motivate and lead a high performance team which is included Trade Marketing Assistant Manager, Trade Marketing Executive, by managing and retaining talent through robust recruitment, on-boarding, development, coaching and mentoring, and career planning.• Check individual performances of the team and motivate, develop them either soft skills or hard skills to improve and enhance their capabilities and sales performance.• Craft and implement relevant development plans for the team via Strategic Workforce Planning.• Provide inputs and co-develop training materials for field sales force.• Ensure compliance to FBV policies.Leadership and People• Cascade Fonterra’s strategic direction, inspire and motivate teams to lift performance and work together towards clear team and individual goals that deliver This is Fonterra.• Through recruitment, coaching, development, performance management, talent and succession planning, build the people capability required to deliver sustainable performance.• Lead and role model our Fonterra values.Sales Operation• Manage and ensure the team strictly follow sales system and operation processes & procedure, including internal control processes.• Co-develop and monitor annually and monthly Sales KPIs and Operational KPIs for field team accordingly to Sales & Distribution strategy and Trade activities.• Co-ordinate with Sales Operation function to set up on the DMS, cascade to field team, announce to distributors & the trade for trade activities.