Job Description

TOP FMCG Company

Trade Manager (m/w)

Company

Multinational top player in the FMCG business

One of the biggest producers in food and non-food worldwide with more than 400
brands focused on health and wellbeing
More than 167,000 people work for that company
Products sold in more than 180 countries
Worldwide turnover more than 44 billion

Purpose of the job

The German Trade Manager (TM) is responsible to lead and develop the national category
specific channel strategy and the related execution plans. Within the defined category s/he
is responsible for the delivery of the turnover, market-share targets as well as for the
implementation of the perfect store initiatives within the 6Ps and for the achievements of
the sales fundamentals according to the channel blue print.
The Trade manager is the direct interface between Customer Teams, CatMan and Brand
Building. He/she influences internally base business, all national launches, re-launches,
line extensions, promotions and one-pagers / look of success to ensure that these
initiatives are conceptually sound for our key channels. He/she is a gate-keeper towards
Brand Building ensuring that only sound and material events get launch approval with the
support of the costumer sales meeting.
Within launches and re-launches, the TM is responsible that all relevant targets such as
listing and distribution objectives, shelving and 2nd placements as well as the development
of the trade story & conceptual trade presentation. S/he is a key point of contact for the
short-term 3 months forecast achievement for the relevant categories as key contact with
the NAMs .
S/he leads and develops the TM Assistants in all executional aspects of our daily
operations.
S/he makes business opportunities transparent and ensures in close co-operation with
KAMs and CatMan that these are exploited by developing focused activity plans and
delivering flawless execution in store.

Responsibility
S/he will have to deliver a high level of autonomy on:
Driving & achieving Turnover / Value Share and profitable Sales Fundamentals (6Ps)
Short Term forecast achievement
Identifying & leveraging business potential behind our top marketing events in close
collaboration with Brand Building and the Customer Teams
Supports the Senior Trade Manager in developing investment proposals for 6Ps

Job description
Trade Manager
18.02.12

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Enabling our Customer Teams to transfer our Perfect Store Strategy into conceptual
Trade Selling Stories and implement Perfect Store. Achievements of all relevant KPI s
within a launch & re launch such as distribution, shelving, display targets
Developing personnel capability and coaching others in his/her area of expertise to
sustainably drive business results
Ensuring that all activities remain within agreed budget

Key Deliverables content-wise

Prepares Channel Blueprints

Prepares customer category plans for national/channel specific events incl. clear
priorities by category, listing, defines trade story, prepares trade material and national
promotions
Drives Category Performance through implementation of Perfect Store / Sales
Fundamental targets by Customer via NAM/KAM
Accountable for FY category forecast
All gap fill activities (short term boost plans)
Defines Category/Channel Promo Guidelines and secures implementation
Evaluates / monitors Promo progress and addresses deviations
Delivers Brand Building Part of sales conferences

Professional skills & key competencies

This role requires a candidate with a high level of leadership in order to influence multiple
stakeholders across functions. At the same time the candidate will have to work within a
complex and challenging environment with high autonomy. Project management skills
required.
The candidate has proven skills to successfully win over challenging and
conflicting situations. S/he challenges colleagues and argues to drive superior solutions.
S/he seeks first to understand but then argues data/fact based to overcome obstacles. S/he
succeeds by bringing multiple stakeholders with different opinions together to co-create
even better solutions.
The candidate should have a proven record of working collaboratively across functions.
S/he should have strong verbal and written communication skills.
The candidate should be familiar with Nielsen / IRI market data and with GfK shopper data
to realize the growth opportunities. Very well equipped in data based selling skills and
identifying the key insights from analyses.
Think channel, category and shopper: Ability to fully incorporate channel strategies and
needs into own thinking. Excellent strategic thinking and category/shopper understanding
in order to deliver new growth opportunities

Job description
Trade Manager
18.02.12

Page 3 of 4

Experience required
Study: Masters degree or equivalent in economics
Track record: minimum of 4 years professional experience
Solid selling experience: A good balance of external selling skills (KAM) and internal
leadership skills is highly recommended for that role.
Customer and D/A/CH market experience: important to guide and challenge on eye-level.
Category expertise: Understanding of category strategies and trade tactics

Contact
Viktor Felber
TW CONSULT
search&selection
Augsburgerstr.9
80337 Mnchen
Tel.: +49 (0)89 26019814
Fax: +49 (0)89 72480798
Mail: muenchen@tw-consult.com

Job description
Trade Manager
18.02.12

Page 4 of 4