At STADA we pursue our purpose “Caring for people‘s health as a trusted partner” worldwide. Originally founded by pharmacists, we are a leading manufacturer of high-quality pharmaceuticals. More than 12,300 employees around the globe live our values Integrity, Entrepreneurship, Agility and One STADA to achieve ambitious goals and shape the successful future of STADA.
PYMEPHARCO is an affiliate of STADA and proud to be the leading pharmaceutical manufacturer in technology in Vietnam when owning three modern production systems meeting EU-GMP standards, including: Betalactam antibiotic production system in tablet form; Betalactam powder injection production system; and Stada Vietnam Pharmaceutical Factory for a non-Betalactam tablet with a capacity of 4 billion tablets / year, fully capable of participating in the global supply chain and meeting the demand for high quality drugs with reasonable price.
Trade Marketing Manager
Ho Chi Minh | Viet Nam (VN) | Full-time | Permanent
- ROLE PURPOSE
Be the Shopper Marketing custodian for your market, own the shopper marketing agenda with the aim to create competitive advantage through insight driven, innovative and effective retail centric shopper strategies Category Strategic Roadmap. Ensure perfect execution through developing cross channel strategies to deliver the most effective commercial result. Drive ROI mentality with the aim of delivering market share growth ahead of the market.
Manage the present
- Own and lead Trade & Channel Strategy Definition and Execution for your market.
- Deliver Channel/ Shopper Strategies to win at Point of Purchase
Create the environment
- Be the ambassador of Shopper & future retail environment focused thinking in your market.
- Encourage/ foster the development of a challenge mindset within the sales organization to drive commercial innovation and profitable market share growth
Create the future
- Actively drive Integrated Commercial Planning and champion the growth model for your category. Continuously focus the full sales organization on; and identify future skill sets, mindsets, tools and GTM models required to win in the future
- DIMENSION
- Geographical Responsibility: Nationwide
- Work Location: HCM
- External customers: Agency partners (POSM, …) Distributors (DKSH, Pypharm), HCPs (Pharmacists, Doctors…)
- Internal customers: Internal PMP Sales team, MKT team, Internal stakeholders (Finance, Procurement, Supply Chain, Tender, RA, …)
- IMMEDIATE SUBORDINATE POSITIONS / ORGANIZATION
- Direct report to: Senior Trade Marketing Manager
- PRINCIPAL ACCOUNTABILITY
NO.
KEY ACCOUNTABILITY
DESCRIPTION
1
Mindset
- Champion Growth Mindset
- Drive a category, shopper and future retail environment mindset out across the whole organization - be the shopper and customers voice
- Drive cross functional collaboration at Market Level, as well at region/ Global (if any).
- Drive and support the local in market Sales organization to execute with excellence.
- Purpose & Values: Constantly work to build a team environment that is enshrined in our STADA Purpose and our 4 Values
2
Be the Local Shopper Marketing Expert
- Understand, analyze and communicate clearly the shopper, category and trade dynamics in the market now and in the future.
- Be the shopper and customer voice within the company.
- Fully understand shopper journey, tailor and deliver activation plans that span the entire journey and leverage across channels.
- Drive culture of being insight led – drawing actionable insights from market intelligence to enable the sales organization.
- Ownership of the Commercial Strategy guidelines based on market, channel, category and brand strategies identified to win at point of purchase and recommendation. This includes but is not limited to: Consumer promotional plans, Primary & Secondary Display Activation, instore marketing activities and HCP engagement plans. Set standards based on ROI learnings and support business case for any new mechanics using pre and post evaluation
- Pricing: Review channel level price waterfalls on an annual basis and take part in annual shopper pricing reviews to ensure we are competitive at all levels of pricing
- Brand Fundamentals: Support a constant review of core brand fundamentals such as packaging, pack sizes, format and claims with a cross functional team
3
Be the Channel Expert
- Complete a clear multi-channel strategy including E-Commerce with clear investment and activity choices for the sales organization
- Account Standards: Create and align Account Standards for key customers / channels/ store formats
- Distribution: Define Must Stock List (MSL) by channel and align with management team
- Display: Primary & Secondary display KPIs by brand and store type and align with management team
- Ensure account standards are effectively input into Perfect Store, Win in Store and Distribution programs for your category
- Cycle Plan: Ensure full alignment for your category, by market and channel cycle plan to ensure we maximize activity ROI and align with our Growth Model
- Promotional Plan: Develop and own the promotional strategy and ensure compliance. Set standards based on ROI learnings and support business case for any new mechanics using pre and post evaluation.
- Sales Support: Work closely with markets in developing customer contract to accelerate growth of key & potential customers for your category
4
Externally Focused
- Sales Support: Ensure key commercial strategies, executional standards and relevant category knowledge is communicated to the sales organisation in a relevant and timely way.
- Sales Support: Work closely with Key Account Managers in developing customer contract to accelerate growth of key & potential customers
- Be customer facing at key meetings with key strategic retailers
- Drive the charge for external focus and customer centricity at a category, brand and channel level
5
Controls & Compliance
- Ensure a culture of compliance and ethics within not only the TM but the total Region
- Full ownership of the annual Shopper Marketing budget, managed to ensure it remains on target with ROI
- maximization (A&P, POSM) – allocate to Countries/Channels & Retailers to ensure Market Share growth
- Ensure all POSM, Detailing & Trade material is designed with enough time to allow Countries to localize in line with Market Regulations
- Ownership of the monthly category sales dashboard in conjunction with the Head of Sales
6
Brand Team Partnership/ Leadership
- Be an active and proactive key member of the Commercial team
- Create a sense of common purpose across local commercial team and cross-functional teams and shares business/sales imperatives, by establishing clear and positive messages about what needs to be achieved.
- Closely working with cross-functional partners in the market to ensure of the operational and support for the assigned channels/ brands
- Closely working with external partners related to category/ brands work;
KPIs
Financial KPIs
Executional KPIs
Other KPis
KPIs priority
1
Market Share
Country-level;
Volume & Value Gained + Gr%
Execution
• Distribution, Primary,
Secondary & Perfect Store
People
• Pulse Survey results
• etc…
2
Profit
Brand-level;
• Net Sales, Gross Sales, P&L, A&P, Supply...
• Execution of core
commercial programs: Distribution, Perfect Store, Perfect Season, Pricing, GTN
(support)
- SPECIAL REQUIREMENT
NO.
SPECIAL REQUIREMENT
DESCRIPTION
1
EDUCATION
- Bachelor’s degree; Sales & Marketing background is preferable.
2
WORKING EXPERIENCE
- +8 yrs working experience
- Current or previous experience in Consumer Healthcare or FMCG companies
- Experience in Traditional and Modern Trade
- Cross Functional Commercial experience preferred
- Advanced Category Management, Path to Purchase & Trade Pricing experience preferred
3
COMPETENCIES
- Strong Leadership
- Adaptable to a fast-paced, high-growth, changing environment
- Strong Financial Acumen (Internal and External)
- Strong ethics and decision-making skills
- Clear understanding of categories, shoppers and retail channels
- Excellent interpersonal and communication skills
- Externally focused and customer orientated
- Excellent communicator both written and verbal, especially in groups, preparing and delivering presentations
4
OTHERS
- Demonstrate proficiencies in office productivity tools.
- Good at English (both written and spoken).
Are you looking for new challenges where you can make a difference for people’s health? We are looking for candidates with expert knowledge and an entrepreneurial spirit that enjoy working collaboratively in a global team. We would be pleased get to know you. Please use our online job portal to submit your application: https://jobs.stada.com
