Trade Marketing Manager

RCX Recruitment Inc.; Makati; On-site; PHP 558,000 - 781,200; Full time

Job summary

A recruitment firm in Metro Manila is looking for a Sales Team Manager responsible for overseeing field sales operations and trade marketing strategies. Key responsibilities include managing the sales team, coordinating promotional fund allocation, and performing area analysis to identify growth opportunities. Candidates should have experience in sales management and data analysis, showing an ability to optimize sales processes for both General and Modern Trade channels.

Qualifications

• Strong ability to manage teams and optimize sales processes.
• Experience in analyzing market data to identify growth areas.
• Ability to formulate strategies for both General and Modern Trade channels.

Responsibilities

• Manage the field sales team focusing on process discipline and performance reporting.
• Analyze data for both General and Modern Trade marketing.
• Manage promotional fund allocation and effectiveness verification.

Skills

Sales management

Process discipline

Coaching

Performance reporting

Market analysis

Promotional management

Job description

Sales Team Management

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.

General Trade (GT) Trade Marketing

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.

Analysis & Strategy

• 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.

General Trade MD Management

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

GT Promotional Fund Management

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

Modern Trade (MT) Trade Marketing

• 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.

In-Store Promotional Materials

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

MT Promotional Fund Management

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

Reporting & Coordination

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