Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?
Job Description
Champion the Trade Marketing execution and strategy for trade point-of-sales (groups and independents): define and gain agreement to wining strategies and plans, and mobilize organization to execute these plans and deliver the intended results.
Key Roles & Responsibilities:
Trade Marketing POC Execution & Trade Programs
- Define Trade Marketing POC execution guidelines/standards per country, per brand (with the relevant Marketing Manager) and per channel
- Define Trade Marketing POC execution targets per country, per region and channel
- Manage the Trade Marketing budget and allocate resources per region/group/brand/channel
- Source the Trade Marketing POC material for the Zone and allocate materials per region/group/brand/channel
- Develop the Trade Programs and campaigns in collaboration with the High End Marketing team
- Source the Trade Programs and campaign materials and allocate materials per region/group/brand/channel
- Keep track of POC execution & trade programs KPIs.
Trade Marketing Category Management
- Develop & implement a Trade Marketing category management strategy for the relevant channels and countries in the Mozambique
- Gain engagement of customers and internal AB InBev stakeholders around that Trade Marketing category management strategy and make sure of its execution in the trade
- Keep track of the Trade Marketingcategory management execution KPIs.
- Define Trade Marketing redistribution strategy including trade segmentation, the role of each segment and the optimal trade service package (return/investment) in light of AB InBev’s route-to-market strategy, channel portfolio strategy, including price standards by channel SKU.
- Lead the development of strategic Trade Marketing redistribution and customer plans designed to execute the High End brand plans and ensure AB InBev earns preference for redistributing retailers, given understanding of volume flow, shopper and customer levers and opportunities, and barriers and trade/AB InBev economics and their evolution.
- Ensure full understanding of Trade Marketing competitor context is factored into plans
- Participate in the annual Trade Marketing and Sales budget development process through leading the development of the Trade Marketing budget proposal (aligned to the agreed strategic direction)
- Proactively engage with High End brand teams to provide upfront insights into redistribution and redistributing retailers and design channel plans that implement brand direction and drive integration with regional plans
- Define Trade MArketing performance promise, based on redistribution and customer insights that will enable AB InBev to gain advantage through redistribution, via a tailored service package.
- Guide modeling work of various tailored trade service packages (aligned to the overall Trade marketing budget), so as to define sustainable, compelling commercial propositions to gain customer preference for ABInBev’s High End brands.
- Identify key Trade Marketing volume drivers by segment, model, and prioritize based on return (aligned to portfolio & business strategy) verse investment
- Identify Trade Marketing service/S&D requirements given route-to-market model and economics
- Synthesize into a recommended trade marketing TSP across segments, given expected market evolution, customer & shopper insights and the return on investment
- Gain agreement to Trade Mrketing TSP proposal and lead the implementation to fulfill the performance promise and deliver intended results
- Identify Trade Marketing pack strategies, assortments, executions and innovations by channel, to satisfy shopper needs and maximize profitable growth for AB InBev and redistributors.
- Develop and maintain an in-depth and up-to-date understanding of High End channel dynamics through regular in trade interaction, engagement with the sales organization and by remaining current with all relevant channel, customer and shopper research
Customer Relationship Management
- Partner with Group Accounts Directors Off-Trade, On-Trade (and teams), Country/Regional Directors and Trade Marketing Directors across Africa to manage relationships with key customers as appropriate
- Develop guidelines for contract constructs and target setting, approve contracts and targets for key customers, and provide direction to Customer Incentives Team on incentive programmes for all channels
- Provide input and host at Retailer events
- Lead planning and implementation of High End channel promotions and programmes
Channel Performance Management
- Steward High End plan and TSP execution for results
- Develop and agree High End key measures, trackers and learning processes that help entrench and improve our overall High End trade marketing and sales execution capability
- Guide High End Market Landscape Reviews to the Countries/Regions, evaluating their performance and highlighting strengths /weaknesses, and identifying threats / opportunities so as to optimise their growth going forward.
- Provide Country/Regional Directors with presentation materials for SEF, MD, sales academy, quarterly reports
Capability
- Contribute to the Country/Regional Account Management, Country/Regional High End Manager and Trade Marketing competency and development discussions.
- Source, develop and drive adoption of leading edge tools, processes and approaches across the channel strategy function, driving consistent and leading edge application and execution.
- Train the High End salesforce, Group Accounts and external merchandisers about High End POC execution, trade programs and category management across channels and countries
Key attributes and Competencies:
- Strong bias for action and learning through in-market pilots and tests
- High EQ (needs to interact and work with different functional perspectives)
- Proved leadership skills, capability to drive significant changes in current way of working
- Strategic, analytical and creative thinking with strong intellectual curiosity
- Ability to brief/manage agencies for creative outputs that meet strategic intent
- Good planning skills
- Commercial skill and financial acumen (Financial planning in terms of budgeting and budget management)
- Excellent communication and influencing skills
- Result oriented, committed, able to find pragmatic & simple solutions with limited resources
- Able to quickly and consistently reduce concepts to effective action
- Both sales and brand marketing competence with a sound understanding of the sales/Trade marketing function with competence in brand marketing
- Strong understanding of the High End market/brands and of the different channels
- Start-up mindset and execution speed are key
- Ideally knowledge of other African countries/cultures
Minimum Requirements:
- Degree level qualification or equivalent,
- 5 years+ relevant commercial experience, including experience of best practice Sales, Marketing and Trade marketing in a FMCG environment
- Sales or Trade Marketing experience
- Evidence of outstanding coaching and consulting skills
- IT / information management knowledge and experience
- Budget management
Additional information:
Band: VI
AB InBev is an equal opportunity employer and all appointments will be made in-line with AB InBev employment equity plan and talent requirements. We are a company that promotes gender equality. Internal applicants require Line manager approval. Please note that only short-listed applicants will be contacted.
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End date: April 2, 2025
