Customer Marketing Manager

Roles and Responsibilities

Market Complexity

Cuts across the whole business dealing directly with all Functions-Sales, Marketing, Finance, Operations and Procurement.

• The role is responsible for activities in the Tanzania market for all products
• Stewardship of the customer marketing capability and development
• Key accounts both on and off trade.
• Steward’s execution of the total  BTL budget in Tanzania

Leadership Responsibilities and Decision Making

People Management

• To lead, Direct, Motivate, Train and Coach Customer Marketing team.
• Setting and monitoring clear performance objectives for all team members.
• Lead and implement Global sales capability programs as recommended by Africa Customer Marketing Leadership team

Business Strategy

• Development of sales and BTL marketing strategies and objectives into retail segment plans
• Influence and develop medium/long term trade segment strategy.
• Influence and direct customer strategy for PR.
• Implement and develop appropriate space planning systems.
• Assume a pivotal role in Demand forecasting.

Commercial Planning

• Champion the Commercial Planning process.
• Develop and co-ordinate segment Management Initiatives.
• Monitoring, evaluating and advising on Brand/segment volume, trends and dynamics.
• Manage 3rd party merchandising agency and continuously ensure review of standards as per trade needs.
• Manage trade research agency relationships and recommend ad hoc research requirements to brand/activities by segment.
• Price and profit management.
• Manage NPD critical path for sales sign-off.
• Measure and report on the sales fundamentals of Quality, Distribution, Price, Promotion and Persuasion.
• Develop and co-ordinate customised promotions by segment and major customers.
• Develop and maintain leading edge POS resources.
• Development and implementation of cycle brief programme.
• Development of techniques to actively monitor competitor activity.
• Development of trade strategy review documents.
• Trade Research interpretation and development of corrective action plans through Monthly National Commercial Score card and Divisional Commercial Score cards
• Information management for the Sales team

Top 5 Accountabilities

• Joined up Business Planning, Commercial planning and coordination of all trade and BTL activities across the business.
• Trade and Category strategy development, entrenchment in the commercial planning process.
• Merchandise / POS identification, placement co-ordination, design and procurement.
• Sales driver programs development and execution
• Stewardship of the measurement and evaluation of programs executed in trade

Educational Qualifications

• Bachelor’s Degree (Graduate).
• Commercially astute and experience in Demand (Sales, Customer marketing and Marketing).

Experience Requirements

Key Skills

• People Management
• Strong interpersonal skills
• Strong negotiation skills
• Coaching and feedback
• Training and development
• Team building and motivation
• Leadership skills
• Good communicator (written, oral and presentation)
• High level of commercial acumen
• Financial and planning skills
• Administration/time management
• Budgetary and cost control
• Problem solving and analysis
• Influencing skills
• High degree of systems literacy

Experience

• Previously demonstrated success in Sales, Marketing or Customer Marketing ideal.
• Management experience is essential.
• At least 6 years commercial (sales) role and brand management experience is an required
• Project management knowledge will be an added advantage.

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