Beiersdorf - Senior Shopper & Customer Marketing Manager - General Trade

CARE FOR SKIN - CARE FOR PEOPLE

Beiersdorf AG is a global company with more than 150 affiliates worldwide. Our two separate business segments are responsible for operations in their respective areas- Consumer Segment and Tesa. For over 130 years, Beiersdorf have dedicated itself to meeting it's consumers- individual needs and are considered to be the inventors of modern skin care. It's research and development expertise, innovative products, and strong brands are the reasons for the success.Care for consumers and our people is what has driven us. Every day, our global brand icons, such as NIVEA, NIVEA Cr- me, NIVEA MEN, make more than 500 million consumers in over 200 countries feel good in their skin.

Join this world of care and start your career in an environment that offers you the opportunity to work with leading experts and the highest scientific research technologies. Shape your professional future from day one and explore our collaborative culture with courageous, innovative teams that all share one exciting goal: inventing skin care products of the next generation.

The role will be responsible for the Pan India General Trade S&CM agenda

Budget Management - Trade Scheme :

- Planning, designing and appraising the trade scheme run on different categories in different trade channels.

- Effectiveness of trade scheme with regards to pre & post analysis along with ROI impact for future improvisation.

- Analysis of AC Nielsen data to highlight the impact of Trade Schemes on distribution, stock weight and other relevant parameters.

- Custodian of all trade spends. Need to rationalize the trade spends with different slab utilization which must result into trade saving.

Trade Loyalty plans :

- Smooth functioning of Shubh-Laabh, wholesale trade channel loyalty plan.

- Design and implement pilot for retail channel loyalty program for high throughput channels viz. chemist and fancy cosmetics

- Plan & deliver engagement of top stores for business growth delivery

- Do pre-post analysis of the pilot and create national roll-out phasing for the same

- Plan, design and appraise all channel specific activation/trade incentives like WWW (Win with Winter).

S&OP Alignment :

- Release 6 months rolling plan on Trade schemes, consumer promotions, new launches and media plan to regional sales team.

- Align 6 months rolling forecasts by regions with demand planning, marketing and regional sales team.

- Participate in pre SNOP and SNOP meeting Prepare and disseminate Qtrly primary and secondary targets by Regions/ASMs as an output of S&OP meeting.

- Create Turnover construct by regions and share with regional teams.

- Update of quarter forecast at month level (plan, constraint and actual)

Botree Analytics :

- Analyze sales related metrics like ECO, TLS, productivity, etc. from distributor billing system - Botree and highlight to all concerned for taking corrective action.

- Update of DRCP - daily route call plan on a quarterly basis.

Key category and SKU trends analysis :

i. Slab analysis

ii. Pre-post analysis of any activity

iii. Market share & distribution - Nielsen Vs internal growth

Launch Planning :

- Plan distribution, sell-ins and finalize launch plans for all the new launches in consultation with marketing and regional sales team.

- Track the launch plan vs actual achievements and do offtake tracking for all the new launches.

- Align all stakeholders to ensure that the launch plan is customized at micro-level and the linked-incentives are settled with 100% OTIF.

Competencies Required :

- Planning & analytical skills to handle complex situations

- Taking full responsibility for decisions and repercussions

- Innovative and out of box thinking

- Strong communication and negotiation skills

- A high degree of people management skills

Reporting :

- The role will provide leadership to 2 S&CM Managers and report into the Head S&CM

Required Qualification :

- MBA from Premier B-School with sales experience in GT.

- Candidates with career interests & aspirations in Sales & Distribution vertical, hence proven experience of leading large teams, made key distribution decisions is a requisite.

- 6+ years of experience in Sales Management. Experience in Trade Marketing, Sales Development, Sales Automation will be a plus.