Role purpose Consumer business in Vietnam (Anlene & Anmum brands) is expected to return to growth from 2019 with an average growth of 9% p.a. over the next few years. This position is critical to achieve or exceed sales, share, penetration & distribution objectives, then contribute to delivering ambitious financial objectives of the business unit in both Vietnam & Cambodia. The main purpose of this Trade Marketing Manager role is also included: • Lead and develop channel / geography strategy that translate brand strategy • Lead and develop Perfect Store programs which is included the 5Ps (Product, Placement, Promotion, Pricing, & POSM) by channel and region. Role accountabilities Financials • Deliver sales volume (metric tons) and gross sales value. • Manage GTN (trade spending) and product mix to deliver net sales & gross margin targets. • Manage Trade A&P within the given budget to deliver Opex target. • Increase market share, distribution, visibility and space share of Anlene & Anmum. • Category & Trade Insights Shopper Marketing • Develop and execute Shopper Marketing programs, that follow brand strategy and activation platforms while delivering on customer specific insights to deliver profitable volume growth & equity of brands. • Build consumer promotion for nationwide, focus on GT channels • To run daily operation of the category, promotion sourcing, POSM development, and coordinating with Field sales to make all category activities happen effectively at point of purchase. • Responsible for the marketing assigned budget and maintaining effective cost control to achieve budget goals • Evaluate key Shopper Marketing programs 90 days post program completion. • Do the analysis to identify business opportunities and drive efficient and effective programming. • DEVELOPMENT: Customer/Channel Marketing Activities, Merchandising Planning, Budgets, Channel/Category Communication • OPERATIONS: Brand/ Sales Diagnostics: Trends, Gaps, Opportunities, Issues, Trade Tactics,.. Revenue Growth Management • Determine channel trade spending strategy to deliver targets. Manages and monitors channel, region and key customer trade investment. Ensure efficiency of the trade investment of both GTN and A&P follow trade spending playbook. • Own and determine national Gross To Net (GTN) of all channels to deliver business objectives. • Lead and develop national and regional effective promotions. Maximize the ROI of each promotion program via an effective promotion evaluation process. • Allocate funds to resource the execution of agreed RGM initiatives and measures their ROI. • Develop activity grids by channel, region, key customer chain which maximize net sales using ROI tools. • Deliver right product mix to maximize margin for total consumer business. • Be a key OPCO coordinator for Pack Price Architecture (PPA) project. • Effectively manage and control GTN and Trade A&P within a given budget. Integrated Business Planning • Communicate clearly and timely plans, activities and spend to sales team (including cross-functional team) ensuring understanding of the same. • Determine operational plans to deliver annual activity grid specific to regions, channel and key accounts. • Develop category / channel KPIs, identify opportunities and risks and communicate via scorecard. • Provide inputs for accurate, complete and timely bottom up forecast via historical data, business trends and category insights and activities. • Identify business development opportunities to further improve in-market execution. • Ensure speed to market on innovation including NPD, events, promotions, and POSM. • Conduct regular field execution check and provide timely feedback to internal and external stakeholders. Capability, Systems & Processes • Coordinate with Human Resources and Line Managers to efficiently motivate and lead a high performance team which is included Trade Marketing Assistant Manager, Trade Marketing Executive, by managing and retaining talent through robust recruitment, on-boarding, development, coaching and mentoring, and career planning. • Check individual performances of the team and motivate, develop them either soft skills or hard skills to improve and enhance their capabilities and sales performance. • Craft and implement relevant development plans for the team via Strategic Workforce Planning. • Provide inputs and co-develop training materials for field sales force. • Ensure compliance to FBV policies. Leadership and People • Cascade Fonterra’s strategic direction, inspire and motivate teams to lift performance and work together towards clear team and individual goals that deliver This is Fonterra. • Through recruitment, coaching, development, performance management, talent and succession planning, build the people capability required to deliver sustainable performance. • Lead and role model our Fonterra values. Sales Operation • Manage and ensure the team strictly follow sales system and operation processes & procedure, including internal control processes. • Co-develop and monitor annually and monthly Sales KPIs and Operational KPIs for field team accordingly to Sales & Distribution strategy and Trade activities. • Co-ordinate with Sales Operation function to set up on the DMS, cascade to field team, announce to distributors & the trade for trade activities. [Requirements] - Education • University degree or higher in business management or relevant majors • Good English - Experience • At least 3 years of experience at the same level in multinational companies - Technical/Functional Expertise • Solid knowledge in trade marketing in modern trade, general trade, ecommerce channels • Proven leadership skills - Industry Experience • Strong knowledge of sales in FMCG industry