Summary

An international FMCG is looking for an experienced Head of Customer Marketing to join their dynamic and fast growing team.

Responsibilities

Market Complexity

Cuts across the whole business dealing directly with all Functions-Sales, Marketing, Finance, Operations and Procurement.

• The role is responsible for activities in the Tanzania market for all products
• Stewardship of the customer marketing capability and development
• Key accounts both on and off trade.
• Steward’s execution of the total  BTL budget in Tanzania

Leadership Responsibilities and Decision Making

People Management

• To lead, Direct, Motivate, Train and Coach Customer Marketing team.
• Setting and monitoring clear performance objectives for all team members.
• Lead and implement Global sales capability programs as recommended by Africa Customer Marketing Leadership team

Business Strategy

• Development of sales and BTL marketing strategies and objectives into retail segment plans
• Influence and develop medium/long term trade segment strategy.
• Influence and direct customer strategy for PR.
• Implement and develop appropriate space planning systems.
• Assume a pivotal role in Demand forecasting.

Commercial Planning

• Champion the Commercial Planning process.
• Develop and co-ordinate segment Management Initiatives.
• Monitoring, evaluating and advising on Brand/segment volume, trends and dynamics.
• Manage 3rd party merchandising agency and continuously ensure review of standards as per trade needs.
• Manage trade research agency relationships and recommend ad hoc research requirements to brand/activities by segment.
• Price and profit management.
• Manage NPD critical path for sales sign-off.
• Measure and report on the sales fundamentals of Quality, Distribution, Price, Promotion and Persuasion.
• Develop and co-ordinate customised promotions by segment and major customers.
• Develop and maintain leading edge POS resources.
• Development and implementation of cycle brief programme.
• Development of techniques to actively monitor competitor activity.
• Development of trade strategy review documents.
• Trade Research interpretation and development of corrective action plans through Monthly National Commercial Score card and Divisional Commercial Score cards
• Information management for the Sales team

Top 5 Accountabilities

• Joined up Business Planning, Commercial planning and coordination of all trade and BTL activities across the business.
• Trade and Category strategy development, entrenchment in the commercial planning process.
• Merchandise / POS identification, placement co-ordination, design and procurement.
• Sales driver programs development and execution
• Stewardship of the measurement and evaluation of programs executed in trade

Education and Qualifications

• Bachelor’s Degree (Graduate).
• Commercially astute and experience in Demand (Sales, Customer marketing and Marketing).

Requirements

Key Skills

• People Management
• Strong interpersonal skills
• Strong negotiation skills
• Coaching and feedback
• Training and development
• Team building and motivation
• Leadership skills
• Good communicator (written, oral and presentation)
• High level of commercial acumen
• Financial and planning skills
• Administration/time management
• Budgetary and cost control
• Problem solving and analysis
• Influencing skills
• High degree of systems literacy

Experience

• Previously demonstrated success in Sales, Marketing or Customer Marketing ideal.
• Management experience is essential.
• At least 6 years commercial (sales) role and brand management experience is an required
• Project management knowledge will be an added advantage.

Reporting To

• Marketing Director