FMCG Head, Trade Marketing Job in Kenya

Head, Trade Marketing    
Industry: FMCG
Location: Nairobi    
Supervisor/Manager’s Title:  Country Manager – EA

Job Purpose:

The Head of Trade Marketing Manager plays a key role within the country sales team, driving excellence in store (4P) execution across key customers/key accounts/Key Channels for all Categories present in the country category/brand portfolio. 
The role will also focus on building expert knowledge in our key categories and sharing this with the customer in order to build long term partnerships and increase profit and sales.

The role will initially be supported by a Trade Marketing Manager and grow with business to a team of TMMs

Essential Job Responsibilities:

  • Develops country/customer 4P strategy and tactics in line with respective sales and marketing directors, and building on global 4P strategy
  • Defines Category trade marketing KPIs across all categories in the country
  • Leads the country Trade Marketing team and Represents the country in Global Trade Marketing Meetings
  • Defines and manages the trade marketing budget
  • Contributes to category marketing plans, with customer & category analysis and promotional strategy
  • Continuous analysis of the competitive and customer’s position in the country, works together with the sales director to develop long-term trade marketing actions and strategy aimed at strengthening the organization’s position in the each of our categories
  • Leads and supports trade marketing team in developing and implementing the promotional strategy (in line with brand priorities and media plans) across customers
  • Presenting Category strategies/ vision and 4P strategy to our customers
  • Key contact for the Marketing Director and Brand Marketing team with regards to all promotional and customer actions
  • Support the Sales Teams with defining strategies and actions to achieve business objectives with key customers, channels, geographies.
  • Define and implement Local Success Models for each brand, based on global learnings and tailored to local ground realities
Key Responsibilities :

Translate brand marketing actions into winning customer marketing actions
Competing in an increasingly competitive environment to achieve a leading position (category champion) in the key categories
Leads within the country the development and implementation of category management strategies
Increasing the organization’s in store presence in our categories, strengthening our brands, optimizing product assortment, and promotional strategy.


To perform this job successfully, an individual must be able to perform each essential duty  Satisfactorily.  
The requirements listed below are representative of the knowledge, skill and/or ability required
  • At least 7-8 years experience in sales/trade marketing/marketing roles within an FMCG environment
  • Educated to minimum bachelors degree level ideally in a business related subject – from a recognised University
  • Very Good Communication and Interpersonal Skills
  • Ability to Manage Data
  • Tenacious and resilient, driven to achieve even when faced with obstacles
  • Leadership and interpersonal skills capable of building strong working relationships and influencing and customers and internal teams
  • Strong commercial understanding of business issues/opportunities
  • Strong understanding of sales and marketing strategy and planning issues
  • Strong analytical skills with ability to develop strategies, tactics and measurable implementation
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