Job Description

TOP FMCG Company

Trade Manager (m/w)

Job description Page 2 of 4 Trade Manager 18.02.12

Company

Multinational top player in the FMCG business

One of the biggest producers in food and non-food worldwide with more than 400

brands focused on health and wellbeing

More than 167,000 people work for that company

Products sold in more than 180 countries

Worldwide turnover more than 44 billion

Purpose of the job The German Trade Manager (TM) is responsible to lead and develop the national category specific channel strategy and the related execution plans. Within the defined category s/he is responsible for the delivery of the turnover, market-share targets as well as for the implementation of the perfect store initiatives within the 6Ps and for the achievements of the sales fundamentals according to the channel blue print. The Trade manager is the direct interface between Customer Teams, CatMan and Brand Building. He/she influences internally base business, all national launches, re-launches, line extensions, promotions and one-pagers / look of success to ensure that these initiatives are conceptually sound for our key channels. He/she is a gate-keeper towards Brand Building ensuring that only sound and material events get launch approval with the support of the costumer sales meeting. Within launches and re-launches, the TM is responsible that all relevant targets such as listing and distribution objectives, shelving and 2nd placements as well as the development of the trade story & conceptual trade presentation. S/he is a key point of contact for the short-term 3 months forecast achievement for the relevant categories as key contact with the NAMs . S/he leads and develops the TM Assistants in all executional aspects of our daily operations. S/he makes business opportunities transparent and ensures in close co-operation with KAMs and CatMan that these are exploited by developing focused activity plans and delivering flawless execution in store.

Responsibility S/he will have to deliver a high level of autonomy on:

Driving & achieving Turnover / Value Share and profitable Sales Fundamentals (6Ps)

Short Term forecast achievement

Identifying & leveraging business potential behind our top marketing events in close collaboration with Brand Building and the Customer Teams

Supports the Senior Trade Manager in developing investment proposals for 6Ps

Job description Page 3 of 4 Trade Manager 18.02.12

Enabling our Customer Teams to transfer our Perfect Store Strategy into conceptual Trade Selling Stories and implement Perfect Store. Achievements of all relevant KPI s within a launch & re launch such as distribution, shelving, display targets

Developing personnel capability and coaching others in his/her area of expertise to sustainably drive business results

Ensuring that all activities remain within agreed budget Key Deliverables content-wise

Prepares Channel Blueprints

Prepares customer category plans for national/channel specific events incl. clear priorities by category, listing, defines trade story, prepares trade material and national promotions

Drives Category Performance through implementation of Perfect Store / Sales Fundamental targets by Customer via NAM/KAM

Accountable for FY category forecast

All gap fill activities (short term boost plans)

Defines Category/Channel Promo Guidelines and secures implementation

Evaluates / monitors Promo progress and addresses deviations

Delivers Brand Building Part of sales conferences Professional skills & key competencies This role requires a candidate with a high level of leadership in order to influence multiple stakeholders across functions. At the same time the candidate will have to work within a complex and challenging environment with high autonomy. Project management skills required. The candidate has proven skills to successfully win over challenging and conflicting situations. S/he challenges colleagues and argues to drive superior solutions. S/he seeks first to understand but then argues data/fact based to overcome obstacles. S/he succeeds by bringing multiple stakeholders with different opinions together to co-create even better solutions. The candidate should have a proven record of working collaboratively across functions. S/he should have strong verbal and written communication skills. The candidate should be familiar with Nielsen / IRI market data and with GfK shopper data to realize the growth opportunities. Very well equipped in data based selling skills and identifying the key insights from analyses. Think channel, category and shopper: Ability to fully incorporate channel strategies and needs into own thinking. Excellent strategic thinking and category/shopper understanding in order to deliver new growth opportunities

Job description Page 4 of 4 Trade Manager 18.02.12

Experience required Study: Masters degree or equivalent in economics Track record: minimum of 4 years professional experience Solid selling experience: A good balance of external selling skills (KAM) and internal leadership skills is highly recommended for that role. Customer and D/A/CH market experience: important to guide and challenge on eye-level. Category expertise: Understanding of category strategies and trade tactics Contact Viktor Felber TW CONSULT search&selection Augsburgerstr.9 80337 Mnchen Tel.: +49 (0)89 26019814 Fax: +49 (0)89 72480798 Mail: muenchen@tw-consult.com