Trade Marketing Manager

JOB DESCRIPTION:
At Abbott, we understand that proper nutrition is the foundation for living the best life possible. That’s why we develop science-based nutrition products for people of all ages. We are behind some of the world’s most trusted names in paediatric, adult and healthy-living nutritional products, including Ensure® , Glucerna® , EleCare® and PediaSure®, as well as specialty products that help meet the nutritional requirements of people with a variety of health conditions, such as cancer-induced weight loss, diabetes and kidney disease.
PURPOSE OF ROLE
For the Abbott Nutrition business (with special focus on 3 brands: Ensure, Pediasure, Glucerna)
Achieve share, sales and profit objectives in line with the overall business and brand priorities by:

• Defining and leading the strategy and execution of customer/category/in store marketing plans (including distribution, planogram, display, pricing, promotion, category story) to maximize physical availabilities, visibility, consideration, conversion and loyalty.
• Building strong partnerships with retailers and creating mutually beneficial agreement to drive brand and category value.
• Gaining insights into category trend, competitor activities and shopper behavior, and monitoring performance of our activities.
• Leading Go to Market Strategy and Execution of NPDs.
• Improving sales and marketing collaboration, communication and alignment. Be the voice of marketing to sales and the voice of sales to marketing.
• Improving demand planning process by providing supply with latest sales data and forecasting to minimize risk of expiry and reduce out of stock.

BUSINESS OUTCOMES

• Increased awareness, share and sales of Abbott Nutrition products.
• Improved in store execution (Planogram, shelf space & product displays execution) and ensure flawless execution of NPD launches.
• Increased customer and shopper engagement.
• Improved communication and alignment between departments (Marketing, Sales, Supply).

KEY RESPONSIBILITIES & ACTIVITIES
Analysis and Insight development

• Lead analysis of In Market Data and be the relationship with IQVIA.
• Analysis the role of promotion, catalogue and off location and calculate ROI.
• Lead shopper research, identify key shopper insights and leverage them into Brand Plan.
• Lead analysis of Selling in data (distribution tracker).
• Provide sales intel to supply as part of demand planning to minimize OOS and expiry risk.

Pharmacy Retailers engagement

• For CWH, TWCM and top banner groups. Support the sales team in the presentation of the category reviews to customer. Create the category story and the sales story and review financials to improve placement and fill the ranging gaps.
• Play a leading role in the cycle meeting agenda and presentations.

Define and execute the in store and shopper marketing plans

• Play a key role in the Integrated Brand Plan Process with responsibilities on distribution, planogram, display, pricing, promotion and category growth drivers.
• Create the calendar of activities in store (in collaboration with sales and marketing) by banners and for independents.
• Manage POS material and budget.
• Conducts detailed Financial Modelling and ROI analysis to support strategy/implementation.

Lead Go To Market for NPD

• Play a key role in the launch strategy: Define the Range (together with marketing). Pricing, Promotional Program, Placement and create sales story) and ensure NPDS meet shopper and retailer’s needs.
• Deploy the launch plan to the sales team through Go to Market.

SKILLS AND ATTRIBUTES

• Influencing, negotiation and presentation skills, able to influence customers and internal stakeholders at all levels.
• Strong analytical and customer insight skills.
• Proficient in marketing research and analysis, and confidence in handling large datasets.
• Comfort with complexity, critical thinking and problem-solving (mental agility).
• Strong storytelling and presentation skills.
• Strong understanding of Australian retailers environment.
• Working collaboratively with cross-functional partners (Supply, Sales, Marketing).

ROLE REQUIREMENTS
Required Qualifications:

• Trade Marketing/ Category/ Shopper marketing experience in the Australian retail pharmacy channel or grocery channel within OTC/Fast Moving Consumer Good (FMCG).
• Proven track record of success in all respects of selling techniques, interpreting/analysing data, developing trade strategy (Distribution, Promotion, Pricing, In store) and category story.

Essential Criteria:

• Ability to influence and create relationships with customers.
• Strong financial acumen: Comfortable with numbers, able to calculate ROI and create P&L.
• Excellent cross functional leadership ability and outstanding communication skills.
• Proven track record of delivering results.
• Strategic outlook: ability to manage a portfolio of products over time to achieve strategic goals.
• Ability to develop sales strategy and communicate product and business value in line with customer needs.
• Show ability to understand consumer and shopper behaviors and insights.

Highly Desirable:

• Additional previous experience as Brand Manager and/or National Account Manager in grocery or pharmacy.
• Training in negotiating.

Additional Requirements:

• Clear Police and Working with Children Checks.

The base pay for this position is N/A
In specific locations, the pay range may vary from the range posted.
JOB FAMILY: Sales Force
DIVISION: ANI International Nutrition
LOCATION: Australia
Macquarie Park : 299 Lane Cove Road
ADDITIONAL LOCATIONS:
WORK SHIFT: Standard
TRAVEL: Not specified
MEDICAL SURVEILLANCE: Not Applicable
SIGNIFICANT WORK ACTIVITIES: Not Applicable