Channel Category Sales Development Manager - Infant Nutrition & Dairy

Job description

Main Purpose of Job:

To adapt category strategies to country needs and drive/manage them across channels/customers and direct implementation of category/brand plans to acheive category RIG in the country.

Key Outputs:

Responsible to ensure that category volume/value and Real Internal Growth (RIG) are achieved by country within category allocated budgets

Translate Market category & brand objectives into country/channel category objectives in coordination with the sales teams

Implement and maintain the core range distribution by channel. Analyze and recommend action plans, when needed, on numeric distribution, core range, and planograms...

Ensure efficient implementation & evaluation of POS Material based on picture of success and merchandising guidelines in alignment with the sales team (quantities & timelines)

Lead and execute regional activities & country specific promotional process per category based on regional and local promo SOP (defining objectives, briefing, coordinating the implementation, & pre and post evaluation of all promotions)

Responsible to conduct market visits in the country across all channels focusing on POP drivers, shelf life, competitor activities. Based on shopper observation, recommend actionable in store solutions within the trade channels.

Lead the Monthly Sales Review (MSR) process at country level and participate in the Monthly Business Planning Cycle (MBPC) meetings

Develop proper analysis and understanding of the ICP process: Situational analysis, Channel plans (Development of Category Channel strategy), and Objective Strategy Tactics and Activities (OSTA)

CCSDM is jointly responsible (with Channel Managers/ KAM's) for defining and optimizing Total Trade Spend (TTS) strategy and allocation, annual budgets and investment at an OPC level
CCSDM is required to track the TTS on monthly basis by activity while ensuring optimal spending.

CCSDM is jointly responsible (with the Brand Manager) for defining and optimizing Delegated Product Fixed Marketing Expense (PFME) strategy and allocation, annual budgets and investment, accountable for tracking and maintaining spending.

Lead, develop and accelerate shopper understanding based on insights (mission, behavior, conversion rate) in order to create/enhance specific POP drivers.

Analyze and provide recommendations/ action plans for country retail audit reports (market share, distribution, etc).

Lead and develop the CCSDEs (where applicable), ensure they receive full and mid year performance evaluations and familiarize themselves with relevant success profiles.

Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes. Comply with Nestlé's strictest requirements that Nestlé marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity

Key Relationships Internal to Nestlé Group:

Stakeholders in the OPC (Sales team, A&P, Supply Chain, Finance) and Business Unit at HO level

Key Experiences:

2-3+ years commercial experience (sales & marketing) Understand key business functions and selling process