Trade Marketing Manager, Makati

Responsible for managing the field sales team, focusing on process discipline, coaching, and performance reporting.

Key Responsibility

• Manage weekly sales activities (Action Management): Review activity content, develop improvement plans based on reviews, clearly define the objectives for the following week's action plan, and approve the planned activities.
• Pre-check sales negotiation content, confirming the counterparty and the specific objective of the business meeting.
• Consolidate and report sales negotiation outcomes from individual reports to the Branch Manager.
• Scrutinize and provide coaching/advice on the presentation content of each salesperson during monthly meetings with key clients/customers.

Responsible for strategy and execution within the traditional General Trade channel (e.g., independent pharmacies and general stores), focusing heavily on distribution and sell-out.

• Area Analysis: Analyze data to identify growing areas and areas with high growth potential.
• Channel Analysis (Pharmacies - Distribution): Cross-reference FDA registration data for general pharmacies with the company's distribution list (e.g., Philusa) to identify non-stocked stores. Determine the reasons for non-distribution, formulate an introduction strategy, estimate necessary costs, and execute the plan.
• Channel Analysis (General Stores - Sell-out): Formulate brand marketing and in-store initiatives to boost sell-out (consumer purchases), estimate costs, and execute the plan.

• Collaborate with the sales team to set KPIs and manage activities for General Trade Merchandising (MD).

• Manage the allocation of promotional expenses (A&P), perform effectiveness verification (ROI assessment), and conduct budget control (actual vs. plan) for General Trade.

• Responsible for optimizing performance and promotional efficiency within the Modern Trade channel (e.g., hypermarkets and large retail chains).

Analysis & Optimization

• Analyze sell-out (consumer purchase) and actual sales (shipments to retailer) by key account/chain.
• Analyze brand performance and sell-out data to verify the effectiveness of promotions and determine whether to continue or discontinue them.
• Manage the allocation of promotional expenses by key account and brand to maximize promotional effectiveness within the assigned budget.

• Manage the design, specifications, and cost negotiation of promotional materials (POSM/P.O.P.).

• Manage the allocation of promotional expenses (A&P), perform effectiveness verification (ROI assessment), and conduct budget control (actual vs. plan) for Modern Trade.

• Report to Manila Branch Manager.
• Manage the sales team.
• Well communicate with Brand Marketing.