National Trade Channel Manager
Abbott Laboratories · Taguig City
Key Areas of Accountability
The National Trade Channel Manager is tasked to develop and grow ADC sales in line with company objectives. Key areas of accountability are as follows:
Sales Strategy and Development:
- Establishing overall channel and account strategies to deliver the sales business objectives.
- Develop trade marketing strategies to drive sales in the channel and account.
- Analyze market trends for informed decisions on channel partner strategies, research potential partners
- Negotiate and manage channel partner contracts and agreements
Distributor Management
- Overall end-to-end management of ADC Distributors in both offline and online to deliver primary sales and sales to trade objectives.
- Ensures timely payment collection and management of account receivables.
- Management of overall Gross-To-Net spend and timely reconciliation of distributor promo claims.
- On time and within budget execution of trade initiatives
- Develops new customers to enhance distribution reach.
- Ensure efficient Distributor operations by: establishing and leading regular meetings and conference calls with Distributors; equipping distributor staff with the necessary sales skills to represent ADC; assisting distributors with client training as required.
Key Account Management
- Provides leadership to the Distributor in account management of key retailers in offline and online.
- Conducts regular business reviews and Top to Top engagement with key accounts.
- Works towards securing Category Captaincy by providing category and shopper insights to customers.
- Ensures profitable growth by controlling, monitoring and evaluating promo discounts and trade marketing investments for key accounts.
Trade Marketing
- Works closely with the Marketing Team in crafting trade marketing initiatives for the channel and account.
- Overall management of the trade budget spend development of promo mechanics and investment allocation.
- Accurately understand the brand’s priorities by proactively proposing initiatives based on documented field insights to translate at the trade level the brand’s strategy.
- Define and develop Trade Marketing strategies and tactics to stimulate brand availability, visibility and recommendation, bridging ADC’s brand strategy and customer needs and customizing these actions by customer segment as relevant.
Forecasting
- Prepares product forecast and monitors inventory levels according of distributors including provincial depots.
- Establishes and ensures DOH compliance and availability of stocks in trade accounts.
QA
- Safeguards welfare of patients managing freshness of stocks in the trade and working with RAQA to secure required permits and approvals.
Cross Functional Collaboration
- Work with the Marketing to design of the promotional materials and maintains contacts with the Key Accounts in order to supervise all promotional activities.
- Partner with Medical Sales to ensure proper product distribution and on-shelf availability across territories.
- Coordination and communication of product, price and pack changes.
Knowledge & Experience:
- At least 5 years of solid experience in distributor management operations and key accounts management either from a Pharmaceutical/Medical or FMCG company.
- Experience in driving online sales and handling E-Commerce distributors
- At least 3 years background in consumer/trade marketing that involved working closely with retailers
- Collaborative and has demonstrated experience working with cross-functional teams.
- Good project management skills
- Strong interpersonal skills
Competencies required:
- Strong leadership skills
- Strong organizational skills, multi- tasking ability and project management
- Strong communication skills
- Analytical skills (e.g. ROI calculation, forecasting and planning)
- Presentation and Negotiation Skills
Minimum Qualification:
- College education - preferably Marketing or Business Management Graduate
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