Trade Marketing and Sales Manager-Pharma/FMCG

3 weeks ago

Makati, Philippines RCX Recruitment Inc. Full time

Salary: 100,000 - 130,000

Required Experience:
・Experience in marketing in the FMCG/Pharma industry
・Have a conference with the Japanese HQ marketing team and lead them.
・Enthusiastic, considerate, friendly, industrious, responsible person

===

Responsibilities:
1. Sales Team Management Responsible for managing the field sales team, focusing on process discipline, coaching, and performance reporting.

Key Responsibility
①Manage 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.
②Pre-check sales negotiation content, confirming the counterparty and the specific objective of the business meeting.
③Consolidate and report sales negotiation outcomes from individual reports to the Branch Manager.
④Scrutinize and provide coaching/advice on the presentation content of each salesperson during monthly meetings with key clients/customers.

2. 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.
1. Analysis & Strategy
① Area Analysis: Analyze data to identify growing areas and areas with high growth potential.
② 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.
③ 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.

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

3. 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.

3. Modern Trade (MT) Trade Marketing
Responsible for optimizing performance and promotional efficiency within the Modern Trade channel (e.g., hypermarkets and large retail chains).
1. Analysis & Optimization
① Analyze sell-out (consumer purchase) and actual sales (shipments to retailer) by key account/chain.
② Analyze brand performance and sell-out data to verify the effectiveness of promotions and determine whether to continue or discontinue them.
③ Manage the allocation of promotional expenses by key account and brand to maximize promotional effectiveness within the assigned budget.

2. In-Store Promotional Materials
④ Manage the design, specifications, and cost negotiation of promotional materials (POSM/P.O.P.).

3. 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.

Report to Manila Branch Manager,
Manger the sales team
Well communicate with Brand marketing

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