Trade Marketing Manager - South Asia

Glanbia Performance Nutrition (GPN) is the World's No 1 Sports Nutrition Company. Our brands Optimum Nutrition (ON) and BSN are two of the world's leading nutritional supplements specifically targeted at Performance Nutrition. We are a part of the Glanbia group (Listed on the Irish and London Stock Exchange) with market leading positions in cheese, whey proteins, sports nutrition and micronutrient premixes. Our products retail across 130+ countries and we employ 5,800 people across 30 countries. At GPN, our mission is to be the first choice of athletes and fitness enthusiasts all over the world, to help achieve their goals through highest-quality, most innovative performance nutrition products.

India and South Asia are Strategic Priorities for Glanbia with an ambition towards 4X growth and rapid scale up, both structurally and with system capability. The incumbent must be able to effectively lead in such an entrepreneurial environment of scale-up and pace of change.

Job Summary:

As part of this role, the National Trade Marketing Manager will lead the Route to Market expansion strategy for the business and work closely with our Distribution Partners, for on-ground execution. This role requires strong leadership skills along with the ability to Inspire, motivate and Influence the entire sales and distribution organization of our Distributor partners. The role will also require close collaboration with Key Internal Stakeholders across functions like Marketing, Supply Chain & Finance. The candidate needs to have a sound understanding of managing Trade Spends, nuances of channel strategy, building plans with national pharmacy accounts & deliver topline and profitability for the offline channel.

Responsibilities:

• Lead the Route-to-market expansion across a large zone within India, in existing and new channels (Offline stores, Gyms, B2B customers etc.) as part of the Mid / Long Term Strategy to increase points of sale
• Coach the front-end sales team to upskill their capabilities to serve the end customers
• Partner closely with Finance and Supply Chain team on demand forecasting to enable better serviceability in trade and drive overall operational efficiency
• Drive the distributor S&OP process, along with GPN's India's demand forecasting team
• Plan and Execute Trade Marketing Inputs (Trade Promotions) to drive Customer Loyalty
• Prepare and present the monthly performance as part of the MBR (Monthly Business Review) to India Leadership Team
• Deliver the Annual Topline in line with company objectives
• Focus on ROI of trade spends to deliver channel profitability

Knowledge, Skills and Abilities:

• Experience in a sales role preferably within FMCG categories. MBA from Tier II business school preferred.
• Experience in managing small & large distributor partners and closing Joint Business Plans with them.
• Experience in rolling out new distribution channels across multiple states in India. Should have led a team of territory sales officers or Area Sales Managers in the past
• Experience of working in a high growth and fast-paced organizations
• Persistent and resilient in the pursuit of objectives, willing to take new challenges with strong outlook towards delivering the end result
• Ability to work with ambiguity and in an entrepreneurial environment
• Strong interpersonal and relationship building skills with retailers and distributors
• Effective influencing, negotiating and relationship building skills together with excellent written and verbal communication skills
• Numbers and data savvy with experience of sales automation to monitor business performance