Manager-Trade Marketing.Sales-Personal Care (KSA)

IFFCO Group; Saudi Arabia; On-site; SAR 150,000 - 200,000; Full time

Job summary

A leading company in the personal care sector is seeking a Manager for Trade Marketing and Sales in Saudi Arabia. This pivotal role involves leveraging shopper insights to drive category growth, managing P&L, and leading a team to achieve commercial success. Candidates should have significant experience in FMCG, with a strong understanding of trade marketing and sales functions, alongside excellent communication and management skills.

Qualifications

• 7-10 years of experience in trade marketing and sales in FMCG.
• Proven success in delivering key commercial KPIs.
• Understanding of commercial, finance, technical, and supply chain functions.

Responsibilities

• Define and implement strategies for category growth based on insights.
• Manage P&L per customer and identify growth opportunities.
• Develop pricing strategies and optimize ongoing TMI management.

Skills

Effective communication

Customer/Consumer focus

Entrepreneurial spirit

Excellence and integrity

Ownership & result orientation

Self and team management

Education

Bachelor's degree

Job description

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Title: Manager-Trade Marketing.Sales-Personal Care (KSA)

Description:

Job Summary

Roles & Responsibilities

• Understand shopper psychology and derive insights per channel/customer where available.
• Define and implement strategies and plans that drive category growth based on consumer, shopper, and customer insights.
• Develop category management strategies and ensure their effective implementation.
• Develop pricing strategies for the portfolio.
• Manage the monthly S&OP process for the category and ensure forecast accuracy aligned with category plans.
• Identify business opportunities, prioritize channels/customers.
• Manage P&L per customer and identify growth opportunities.
• Ensure ongoing TMI management and optimization.
• Develop, coach, and support team members to reach their full potential and foster a culture of continuous improvement.
• Work closely with distributors to ensure optimal contract negotiations and implementations.
• Coordinate customer annual plans and monitor RTM strategies.
• Lead competitor analysis at the channel level to provide strategic insights and monitor global competitor activities.
• Conduct monthly Clicflyer analysis covering Primary, Secondary, and EPOS sales.
• Align marketing activities with the Activity Calendar per account.
• Follow up on sales operations with stakeholders (distributors and in-house teams).

KPIs

• Define key insights for the business.
• Develop category channel strategies and plans.
• Monitor share growth using Nielsen and EPOS data.
• Implement tiering strategies, manage customer P&L, and track customer growth and market share.
• Monitor TMI (% vs XX) and optimize accordingly.
• Conduct training and performance evaluations.
• Ensure actual vs planned contract implementation.
• Prepare annual presentations for customers and conduct quarterly reviews.
• Perform competition reviews, including Clicflyer analysis and weekly meetings.

Work Experience Requirements

• 7-10 years of trade marketing and sales experience in FMCG, preferably in personal care.
• Experience in assigned countries and regions is mandatory; experience across all assigned countries/regions is a plus.
• Proven success in delivering key commercial KPIs.
• Understanding of key business functions: commercial, finance, technical, and supply chain.
• Customer knowledge in retail and distribution channels.
• Knowledge of all channels (WS, MT, GROCERY, SS).

Qualifications

• Bachelor's degree preferred.

Competencies

• Effective communication
• Customer/Consumer focus
• Entrepreneurial spirit
• Excellence and integrity
• Ownership & result orientation
• Self and team management