National Customer Marketing Manager

• :
  
• Develop winning strategies at point of purchase for ANI brands
  

+ Channel strategy for MT by format type

• Develop Trade Marketing Strategy to help achieve Trade Sales
  

+ Nutrition Advisor and 3P management

• Develop customer activation programmes for all trade channels
  

+ Shopper Insighting and engagement

+ Activation programs with shopper

+ Drive innovative ways for New users acquisitions in MT /open format stores

• New channel opportunity identification and strategy development.
  
• Control and accounting of total Trade SGNA for Trade
  

+ Rolling forecast

+ Accounts claim management

+ HO & Regional control

• Develop a consumer promotion strategy for ATL supported brands
  
• Sales Strategy and Planning: Route to market strategy for regional accounts, Defining productivity KPIs for the MT, Sales distribution plan for NPI
  
• KEY RESPONSIBILITIES:
  

• Work closely with the National Sales Manager – MT , NAMs and regionals KAMs to deliver the sales plan
  
• Central point of contact between Sales and Marketing to align plans
  
• Work closely with PND and MND BU Heads on a channel strategy for their brands in pharma, hyper and regional accounts.
  
• Develop consumer promotion strategy with proper action standards and measurement criteria.
  
• In conjunction with the brand and BU Trade team formulate a consumer promotion strategy which enhances brand saliency and helps in achieving sales & distribution objectives.
  
• Deliver consumer promotion plans for Pediasure.
  
• Develop POP to effectively communicate consumer promotions.
  
• Develop and implement winning Point of Purchase strategies
  
• Formulate Point of Purchase strategy in sync with the brand objectives.
  
• Develop creative agencies/units which specialize in point of purchase design and implementation.
  
• Arm the field force with innovative POP tools to create heightened visibility for our brands in the market space
  
• Develop shopper engagement strategy to leverage the shopper/consumer touch points at the point of purchase especially modern trade.
  
• Develop brand activation programmes in the retail space to maximize reach and shopper interaction.
  
• Control and manage the ISP program in MT
  
• Develop category based propositions for key accounts to help ANI drive category growth
  
• Formulate category based commercial proposition for the key accounts in conjunction with the key accounts team
  
• Develop category and brand development initiatives for the key accounts.
  
• Involve in negotiations with key accounts to formulate annual business plans.
  
• Develop Trade Marketing Strategy to help achieve sales and distribution objectives
  

• Set up robust trade marketing activity calendar in conjunction with the brand objectives
  
• Set up system to update key stakeholders on SG&A spends
  
• Set up evaluation and measurement parameters for Trade Marketing Activities
  
• Ensure proper documentation of SG&A spends and distributor reimbursements
  
• Develop channel strategies for existing and new channels.
  
• Work closely to develop a strategy to motivate distributors / distributor salesmen and get them to drive the ANI business
  
• Develop a strategy for Chemist channel so as to drive throughput for ANI products
  
• Work closely with the regions to activate the semi w/s
  
• Sales plan for NPI and NPI tracking
  
• Prepare a sales launch plan for all NPI
  
• Track and measure the NPI launch for the first phase
  
• Behavioral Competencies Required:
  

Designing, implementation of plans, including the actions to be taken, their sequence and the responsibilities for each person or group involved. Removing constraints and barriers on action and initiative.

• Introduce the organization to new wow for Customer Marketing
  
• Challenge existing systems and processes and recommend changes
  
• Ensure proper controls in all SG&A spends
  
• Developing People
  

Having high expectations about the potential of staff and providing them with resources, coaching, feedback, training and stretching responsibilities to develop their capabilities

• Investing in training
  
• Retaining high performing individuals
  
• Customer Focus
  

Focusing the team/organization on adding value to the customers (internal & external) and taking action to build customer/client value.

• Quick resolution of issues
  
• Providing value to the customer
  
• Experience/Knowledge/Technical Skills Required:
  

Education :

• University degree with a preference for a post graduate management degree from a renowned university
  
• Experience :
  
• Minimum of 6 – 7 years experience in a reputed FMCG Company in the Sales / Marketing function with at least 2-3 years experience in handling key accounts
  
• Extensive knowledge of marketing and brand plans
  
• Good grasp of distribution and logistics management
  
• Understanding of financial and legal regulations
  
• Skills :
  
• Sharp negotiation and influencing skills
  
• Understanding of the Indian retail environment
  
• Analytical skills
  
• Networking and strong orientation towards customer management
  
• Ability to handle pressure in a dynamic environment
  
• Ability to handle complex and diverse business situations