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Head of Trade Marketing & Commercial Development, SEA

Job Location: ​Singapore​


Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767  dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

Supporting the Cluster General Manager, the incumbent will be to drive and be responsible leading the dual objectives of Trade marketing and Commercial Development. The incumbent will be responsible for supporting the South East Asia Markets and Categories in developing and implementing a sales and shopper strategy aligned with Brand strategy, built with deep understanding of local customer partnerships and based on an in depth knowledge of their strategies and their shoppers, in providing tools and means to activate Ferrero Category strategies at the point of sale and acting as a “process integrator’’ mainly between Local Marketing, Sales and Supply Chain and Finance in regards to Business Planning. Adapt the Ferrero Group Category strategies to fit with Local conditions (in terms of both categories and clients) in order to meet Company objectives with regard to volume and profitability by Category. Grow and coach the team, drive the team capabilities.

Alongside the core Trade marketing tasks, the role will also be responsible to lead the commercial development in the SEA Cluster with a clear focus on Distributor management, Sales Operations planning & process improvement and RTM development. The core role functions for commercial Development will encompass, Developing Distributor Management process across SEA Region including performance monitoring and capability improvement. Leading Sales Operations development (Trade Spend investment optimisation, Sales Budgeting, Target Planning and Business Review Management). Formulating and defining the RTM development framework for SEA geographies. Enhancing sales processes, sales operation systems, policies & tools (incl. Sales Force Automation). Leading key sales & RTM improvement projects coordinating all parties involved (i.e. Distributor management, SFA/DM systems).

Main Responsibilities:

•    Monitor and analyze trade, competitors and shopper market data to identify Channel/Category business opportunities, to develop Trade Marketing plans, local strategies & channel vision
•    Support the definition of Channel Strategy for each Category for the Country & Sales strategies at Channel/Account level to maximize the business development and profitability
•    Translate Marketing Plans to specific Channel/Customer plans in line with retailers needs
•    Develop and implement cross Brand and cross Category integrated programs 
•    Develop My Perfect Store Channel and Customer Strategies and KPIs across South East Asia

•    Develop sales promotion plan, activity base and display, and implement TM initiatives at channel/store level
•    Track key activity performance per guidelines and timeline
•    Provide Sales Function with effective and relevant information
•    Integrate Marketing activities and Customers Management promotional projects
•    Develop field force supporting tools
•    Ensure in store trials implementation
•    Coordinate information flows between Marketing and Sales

•    Develop the company dashboard to ensure the monitoring of the main trade & shopper related data &business KPIs to support business understanding and development
•    Create, share with the relevant stakeholders and maintain the Company Calendar containing all the commercial deadlines and related implications for the various departments
•    Collect and archives proof-of performance from the tracking of-instore activities performances and provides aggregate reporting on planned vs. actual gaps

•    Monitor and assess commercial guidelines, contracts, terms & performance of distributors
•    Monitor and Assess existing distributors with Country Sales Managers to improve effectiveness and efficiency

•    Drive Trade Spend Management optimisation & process across the region
•    Drive Sales Forecasting and S&OP sales process for the Sales function
•    Develop BI analytical and reporting functionality to support commercial decision making
•    Provide Sales Performance analysis on all relevant KPIs

•    Define RTM roadmap for correct model adaptation
•    Define RTM investment plan to realize the business strategy plan
•    Evaluate and monitor current RTM effectiveness including customer & channel penetration
•    Define the potential channel according to business especially product plan
•    Evaluate current sales force productivity and develop improvement plans

•    Lead the development and deployment of Distributor Management System and Field Sales Automation tool to ensure optimal monitoring and management of field execution and distributor partners
•    Collect and analyse data and information on market and competition, develop reports and propose action to improve Ferrero positioning and/or management of specific performance issues

Who we are looking for:

  • Bachelor degree in Business Administration or relevant field
  • More than 15 years of experences in relevant functions
  • Market Knowledge: Traditional & Modern Trade, Direct & Distributor Management, Impulse Channel; Channel & Customer Plan; Sales, Field & Merchandising Processes
  • Strong strategic thinking, analytical skills, project management skills
  • Proactive, dynamic, responsible, able to work under pressure and meet deadlines, result-oriented
  • Language: Fluent English
  • Computer skills: advanced Excel, PPT, MS Office user

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world. 

Requisition ID
Job function
Trade & Shopper Marketing
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