Trade Marketing Manager

Mars; Indonesia; On-site; IDR 240,000,000 - 420,000,000; Full time

Job summary

Mars is seeking a Trade Marketing Manager to bridge brand strategy and retail execution within the PSRO channel. You will translate national marketing plans into channel-specific activation, owning trade spend efficiency, promo calendars, and JBP co-creation with key petshop chains to drive sell-out across multiple formats.

In this role, you will leverage an analytical toolkit to convert data into actionable decisions, running demand forecasts and monitoring field execution to ensure alignment

Qualifications

• Own trade spend budget across the PSRO channel with strategic prioritization.
• Design retailer-specific activation plans reflecting shopper behavior across pet specialty, modern trade, and ecommerce.
• Build promo calendars and mechanics that protect base volume and optimize growth.

Responsibilities

• Own trade spend budget across the PSRO channel and balance category priorities with national brand strategy.
• Design retailer-specific activation plans reflecting shopper behavior differences between pet specialty, modern trade, and ecommerce.
• Build the promo calendar and mechanics that protect base volume rather than cannibalizing it.
• Lead JBP negotiations with key petshop accounts, co-creating annual plans rather than just executing HQ directives.
• Own NPD launch execution for planogram compliance, distribution build, and in-store visibility of new SKUs.
• Run and interpret the full analytical toolkit: distribution, trade spend ROI, cannibalization, out-of-stock, price gaps, share shift, segmentation, promo diagnostics.
• Attend and contribute to PMR and DMR, representing PSRO trade volume and portfolio positions.
• Build a bottom-up demand forecast aggregated from SKU × retailer × month, with promo uplift and NPD ramp.
• Calibrate promo uplift assumptions using historical uplift factors and track forecast bias for variance planning.
• Submit forecast scenarios base/upside/downside to support Supply Chain and Finance planning.
• Ensure field alignment by monitoring on-shelf presence, stock availability, and execution gaps in real time.

Skills

Trade marketing

Channel strategy

Retail analytics

Forecasting

Job description

The Trade Marketing Manager is the bridge between brand strategy and retail execution in the PSRO channel, turning national marketing plans into channel-specific, petshop-specific activation that drives sell-out — not just sell-in. The TMM owns trade spend efficiency, promo calendar design, JBP co-creation with key petshop chains, and the analytical rigor that keeps field execution honest against plan.

Scope of the Role

PSRO stores are smaller-format, omni-business, and owner-operated, so activation briefs must be simpler and more visually literal than modern trade, relying on BDM relationship and manual on-shelf checks rather than planogram compliance software.

Key Responsibilities

Strategic planning

• Own trade spend budget across the PSRO channel, balancing category priorities against national brand strategy.
• Design retailer-specific activation plans that reflect shopper behaviour differences between pet specialty, modern trade, and ecommerce.
• Build the promo calendar and mechanics that protects base volume rather than cannibalizing it.

Joint Business Planning & NPD

• Lead JBP negotiations with key petshop accounts, co-creating annual plans rather than only executing HQ directives.
• Own NPD launch execution for planogram compliance, distribution build, and in-store visibility of new SKUs.

Analytical Toolkit

• Run and interpret the full analytical toolkit: weighted vs. numeric distribution, trade spend ROI, cannibalization, out-of-stock frequency, price gap, share shift, store segmentation, promo mechanics diagnostics, NPD tracking, and spend efficiency vs. growth (full detail in Section 4).
• Convert data into decisions, not just reports upward — using the gap between metrics (numeric vs. weighted, spend vs. growth, forecast vs. actual) to flag problems before they show up in quarterly results.

S&OP+ Contribution

• Attend and contribute to both PMR (Portfolio Review) and DMR (Demand Review), representing PSRO trade volume and portfolio positions (full detail in Section 5).

Demand Forecasting

• Build a bottom-up demand forecast (baseline trend + seasonality, promo uplift, NPD ramp, less cannibalization) aggregated up from SKU × retailer × month, rather than a top-down brand-level cascade.
• Calibrate promo uplift assumptions using historical uplift factors calibrated by mechanic and store tier, and track forecast bias over time to improve credibility in DMR.
• Submit forecasts as a scenario range (base/upside/downside) rather than a single point forecast, so Supply Chain and Finance can plan for variance.

Field Alignment

• Sit closely enough to RSM, DM, and BDM teams to catch execution gaps — display compliance, stock availability, on-shelf presence — in real time rather than post-mortem.