Trade Architecture Manager

☑ Основы вакансии:

Опыт работы: 3–6 лет.

Тип занятости: полная занятость.

График работы: полный день.

Зарплата: по результату собеседования.

Примерное место работы: Республика Казахстан, Алматы.

☑ Актуальность объявления:

Это объявление № 22563495 добавлено в базу данных: Вторник, 16 апреля 2024 года.

Дата его обновления на этом интернет-ресурсе: Вторник, 30 апреля 2024 года.

☑ Репутация компании "Марс, Wrigley":

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☑ Подробности о вакантном месте:

Job Purpose:

• This position drives the strategic development & execution of optimized trade investment frameworks, budgets, and program of sale mechanics across the MWC and PN portfolio of brands & customers
• As leader of the local trade terms management practice Trade Architecture (TA) Manager ensures improved strategic & tactical trade terms capabilities as well as market delivery support for category value and profit pool growth with customers

Job responsibilities:

• Develop TA capabilities in the market. The role drives design and deployment of market TA leveraging global playbooks and frameworks, best practices & signature business processes. This includes partnering with global SRM Leaders for TA framework consistency and trade terms harmonization across segments

• Co-pilot development of Trade Investment strategy with Sales Leadership to deliver category value and profit pool growth with customers. This includes collaboration across Sales, Finance and Customer Experience to create clear and defensible investment frameworks that focus on the integration of customer, consumer, competitive and MWC and PN portfolio impacts to create clear trade budgets and trade terms aligned to Mars Laws of Growth (LoG) and Strategic Channel Management (SCM) agendas enabling investments to be made with our retail partners against customer investment conditions, our category growth ambitions and key business levers. Ensuring that all investment areas comply with local laws and legislation

• Lead development & management of Trade Investment budgets. This includes leveraging SCM outputs and co-piloting with Sales to deliver customer growth, mix & trade shape targets. Working with Customer Experience, Sales Finance and Sales teams to ensure necessary trade investment budgets are in place to deliver business growth plans and that there are clear guidelines and governance protocols around trade spend
• Champion trade investment linkage to SCM outputs and pay-for-performance TA designs in the market. Collaborate with global SRM, Sales, Finance, SDL and Legal teams in the market, championing pragmatic trade investment trade-offs, TA designs and annual targets against the local SCM agenda. This partnership includes identifying customer centric TA designs with a richer mix of conditional vs. unconditional spending components, working versus non-working trade spend incentives and program-of-sale linkage to category/Strategic Cell growth initiatives (e.g., PICOFS, Perfect Store) and cost-to-serve levers (e.g., Cash Payment terms, Logistics incentives). This effort also includes leveraging of best practice TA examples across countries and Channels (e.g., Modern/Traditional Trade Accounts, Distributors, Wholesalers, etc.)
• Leverage TA design to drive a step change in trade investment productivity, delivering mutual category value & profit pool growth. This includes close partnership with Key Account, Customer Experience, Finance, Supply and other SDL/SRM teams to create compelling customer value propositions with clear retailer/distributor margin roadmaps. Designing customer centric investment structures and programs of sale, that drive greater investment focus behind category growth initiatives (e.g., Perfect Store) and more efficient behaviors (e.g., lower Non-Working Investments such as NQC/NSR) as well as incentivizing a faster shift from non-working to working trade expenditures to maximize available profit pools
• Drive local Trade Investment Review process. Collaborating with global SRM team implement regular Trade Investment reviews with market Sales, Customer Experience and Finance teams. This includes ensuring consistent reporting & governance of all local trade budgets with Finance and Customer Experience as part of period S&OP+ cycles, and deeper Trade Investment monitoring as part of quarterly Customer and Channels Performance Management reviews with Sales Leadership
• Commercial Policy development and governance

• Close cooperation with local senior management, x-functional team (incl. Category leadership, Customer Experience, S&F, Sales, Brand and Customer Marketing), Global and Regional TA teams, other SRM team members (Pricing, Promo, Mix).
• 12 countries / 3 categories

Requirements:

Education & Professional Qualification:

• Higher education
• 3+ years relevant experience in FMCG/consumer products in Key Account management, Sales Operations, Sales Finance, Trade Marketing, Insights
• Knowledge of trading terms with distributors/retail, and RTM understanding
• Experience partnering across the organization to analyze a range of internal & external data sources, drawing out key insights and forming recommendations based on solid commercial knowledge and strong linkage to business strategy. A track record of successfully translating strategies into action and delivering results; comfortable presenting to and engaging with Sr. Leaders or strategic forums simplifying complex Concepts and Strategies
• Proven functional/technical understanding and know-how across trade promotions specifically:

Investment Strategy (Critical) – demonstrated understanding of the strategic & operational impacts of trade investment decisions across the P&L, both internally (Mars) and externally (Customer)

Investment Analysis (Critical) – direct experience in, monitoring & analyzing trade investments, including creation of investment models with multiple KPI’s. Scenario planning trade investment changes and their impact on profit pools and customer margins to develop clear investment recommendations

Trade Investment Architecture (Preferred) – an understanding of the key investment areas that are utilized within a customer agreement, and the ability to create and communicate clear investment frameworks that are mutually beneficial. Astute commercial and financial skills with excellent organization agility, understanding the impacts of decisions on the P&L, with the ability to identify opportunities for continuous improvement.

• Strong interpersonal and analytical skills and ‘can-do’ attitude with strong influencing & problem-solving capabilities; ability to challenge the status quo and identify continuous improvement opportunities.
• Demonstrated leadership skills and the ability to lead cross-functional teams, develop capabilities, influence associates across all level in the organization
• Comfortable presenting to and engaging with Senior Leaders
• English, Russian fluent
• Experienced in MS office programs (Extensive use of Power BI, Excel, PowerPoint)

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