Job Description

JOB Description The Head - Trade Marketing is responsible for leading the National Trade Marketing, Sales & Distribution function. The role demands strategic leadership to enhance brand activation, optimize trade spend, drive distribution efficiencies, and align trade marketing initiatives with business objectives. The incumbent will work closely with the Marketing Team to develop and implement trade-focused strategies that support brand growth and market penetration. Additionally, this position ensures the efficient storage, movement, and distribution of products while optimizing logistics costs and ensuring fulfillment of sales and manufacturing plans. Job Description : Core (Technical / operational responsibilities e.g. functional duties, financial mgt., project management) 1. Trade Marketing Strategy Development Lead and define trade marketing strategies for Brew, Blends, and Ready-to-Drink categories to achieve business objectives. 2. Financial & Sales Target Management – Ensure the fulfillment of sales and financial objectives by forecasting expenses and implementing corrective measures. 3. Pricing & Discounts Compliance – Ensure trade strategies are aligned with agreed pricing and discount structures for key accounts. 4. Trade Marketing Budget Ownership – Manage and track trade marketing spend across regions, ensuring financial discipline and vendor alignment. 5. National Key Account Engagement – Develop relationships with on-trade national accounts and create programs that align with customer strategies. 6. Sales & Trade Alignment – Ensure synchronization between marketing and trade strategies to optimize visibility and brand activation. 7. Market Intelligence & Process Improvements – Capture real-time market data on pricing, packaging, brand positioning, and supply chain efficiency to enhance business decision-making. 8. Distribution & Logistics Management – Optimize national-level distribution strategies to reduce costs and improve efficiency. 9. Stock & Inventory Control – Oversee warehouse operations and stock movements to ensure minimal losses and optimized fulfillment. 10. Trade Compliance & Documentation – Ensure adherence to legal and regulatory requirements at both regional and national levels. PEOPLE MANAGEMENT (Responsibility for leading, motivating and developing staff, excludes supervisory responsibilities) 1. Build and enhance the capabilities of the trade marketing team through structured development programs. 2. Set clear individual and team goals aligned with overall business objectives. 3. Foster collaboration with Sales, Marketing, Finance, and Manufacturing teams to ensure trade strategies are executed seamlessly. 4. Work closely with external vendors, marketing agencies, and distribution partners to drive impactful brand activations. 5. Ensure adherence to company policies, code of conduct, and ethical business practices. Experience 12-15 years of experience in Channel Trade Marketing, with at least 3+ years in the AlcoBev industry. Proven experience in leading and managing Trade Marketing, Sales & Distribution at a national level in a mid-sized company or at a regional level in a large organization. Educational Qualification MBA with specialzation in Sal es & Marketing from a Tier 1 or 2 institute. DECISION – MAKING 1. Budget Allocation & Trade Spend Management – Optimize market spends on schemes, trade discounts, and activations within company policy. 2. Strategic Trade Planning – Approve national and regional trade marketing programs. 3. Distributor & Key Account Engagement – Finalize trade programs, promotions, and investments with key accounts. 4. Vendor & Logistics Management – Approve contracts with logistics service providers, distributors, and marketing agencies. 5. Team & Performance Management – Approve hiring, training, and succession planning for trade marketing teams. KEY SKILLS REQUIRE 1. Trade Marketing & Sales Expertise – Deep knowledge of retail trade, consumer behavior, and sales channel optimization. 2. Analytical & Strategic Thinking – Ability to interpret market trends, assess data, and develop winning trade strategies. 3. Financial & Budget Management – Experience in managing large trade marketing budgets and ensuring cost efficiencies. 4. Negotiation & Relationship Management – Strong stakeholder management skills for dealing with key accounts and vendors. 5. Process & Execution Excellence – Ability to streamline trade operations and drive efficiency in execution. 6. Innovation & Problem-Solving – Ability to develop creative trade programs and resolve market challenges effectively VALUED VALUES Customer Centricity – Driving trade marketing strategies that enhance customer engagement. Quality – Ensuring high execution standards and financial discipline in trade programs. Teamwork – Collaborating across functions to align trade marketing with business goals. Innovation – Developing creative and impactful trade marketing strategies. J personal Relationships – Building strong partnerships with key accounts, vendors, and internal teams.J