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Jobs in Malaysia   »   Jobs in Petaling Jaya, Selangor   »   Information Technology jobs   »   head of sales and marketing (fmcg)

head of sales and marketing (fmcg)

Head of Customer Marketing

Job Description

Position Summary The Head of Customer Marketing (Trade Marketing) is primarily responsible to drive the entire commercial capability by ensuring strategic alignment of Brand, Customer, and shopper plans to develop “Integrated” Commercial Strategies, and deliver the commercial growth agenda for Kimberly-Clark’s Consumer Sales business across all categories (Feminine Care, Baby Child Care, Family Care to achieve volume and profit objectives.)

The Head of Trade Marketing leads the Category Development Organization in developing, executing and reviewing Category Strategies and Plans that will:
  • Accountable to facilitate a process of creating strong and aggressive “INTEGRATED” Commercial Plans that are fully aligned to shopper, channel, and customer, by instilling a visionary behavior, i.e. the ability to undertake better forward planning for longer time horizons.
  • The manager will contribute to the execution of strategic channel and shopper agenda, by defining and delivering a Point-of-Buying strategy, Category Management, and trade marketing support.
  • Help Kimberly-Clark and our strategic customers / channels achieve Category objectives through the creation of demand at Point-of-Purchase.
  • Help position Kimberly-Clark to be recognized as the preferred Category Partner for strategic customers thereby,
  • Creating sustained competitive advantage for Kimberly-Clark products in the areas of distribution and merchandising.
The Head of Trade Marketing also monitors trade promotion fund in all accounts and product categories.

This position reports to the Sales Director and will be leading a team size of approximately 8 person.

Job Responsibilities:

1. Business Objective Delivery
  • Budget and Target
- Provide inputs on establishment of Budgets and Targets by channel and category(s) for Sales Director approval. Manage total category(s) Trade Promotional Budget and associated budgets to assist in delivering category(s) Operating Profit targets in alignment with country objectives and plans.

- Utilizing the full suite of business tools & reports (e.g. DMS & BW) and external resources (e.g. Nielsen and Dunnhumby) for efficient monitoring & analysis of business results and Trade Promotional Investment to achieve maximum volume returns for responsible category.
  • Volume
- Monitor progress against volume objectives; develop category plans to address variation versus Budgets. Provide country demand forecast as well as communicate variations to plan. Participate in developing long term demand forecast of own area.
  • Strategic Business Planning
- Functionally responsible for developing strategic Category plans in alignment with global strategic objectives, shopper and customer insights to assist in delivering country / regional targets.

- Take ownership of the “Change” process and ensure consistent flow of correct information to the commercial team by managing the communication of brand, account, channel and supply plan changes

- Participate in development of strategic sales plan in alignment with global strategic objectives to deliver country / regional targets. Take part in developing 3 year strategic plan and other plans to ensure achievement of Market Share objectives. Gain endorsement from country management to 3

year plan and communicate plan to team members.

2. Distribution
  • Distribution
- Functionally responsible for developing programs and tools to assist the optimization of KC‘s Categories’ Reach and Coverage. Provide inputs to establish calls / day, effective call targets (productive call), work plans.

- Work with Marketing team on new product developments with regards to product launch, exit, pack counts, top line forecasts (market share, volume) and baseline / incremental forecasts due to in-store promotions.
  • Availability
- Establish priority code lists by customer type, develop standard planograms and ensure alignment with Marketing Plan.

- To drive and review Must Sell List ( MSS) across channel on a regular basis to ensure product distribution include new product launch ( NPI) objectives aligned within Commercial team.
  • GT Model 
- Provide inputs to develop and implement a “cost-efficient” GT Model to increase numeric distribution objectives.
  • Optimal Customer Service
- Provide inputs to develop Sales forecast process and tools, attain accurate sales forecast. Align customer and KC Supply Chain process / activities where applicable.

3. Channel Management
  • Business Planning and Review
- Responsibility to develop and implement Integrated Business Planning process; develop and review Category Plans, POP initiatives / materials. Provide inputs to develop and maintain channel profiles. Develop a standard category business plan and review presentation. Provide inputs on Local customer business review presentation and Regional business review development.
  • Jointly Develop and Align an Asia Pacific Global / Regional Customer Approach / Strategy
- Provide inputs in the development of channel / customer Insights, identification of key knowledge gaps in channel/customer understanding for country, development of plans to address knowledge gaps for country. Provide inputs on key knowledge gaps in channel / customer understanding for region and on plans to address knowledge gaps for region. Recommend country specific channel/customer insights to address market specific needs. Provide inputs for in-country research placement as required as well as research plan and communicate finalized plan.
  • Trade Communication
- Joint-responsibility in developing and reviewing Channel Communication Plan.
  • Trade Pricing
- Directionally responsible in developing channel pricing strategy (with appropriate trade competitive response plans) in alignment with Category and Marketing Plans. Monitor competitive price actions plan and recommend changes as appropriate.

4. Organization Development
  • Training & Development
- Provide inputs in the development of the training and development program curriculum. Participate in the review of the Training Roadmap.
  • Career & Succession Plan
Provide inputs in the review of Consumer Sales career development structure. Responsible for maintenance of succession plan and individual career plans for own function.

Qualifications & Experience Essential: 
  • A minimum of Bachelor's degree.
  • A minimum of 7-10 years work experience is required with 5 years in sales in the FMCG industry.
  • A minimum of 3 years of Trade Marketing experience in FMCG industry.
  • A minimum of 2 years of Key Account Management experience in FMCG industry.
  • Incumbent must have strong competencies with PC-based application, MS Office and MS Access; possess strong communication skills and interpersonal skills; strong analytical skills; and have the ability to perform under pressure.
  • MBA or equivalent.
  • 1-2 years of Brand Management experience in FMCG industry
Global VISA and Relocation Specifications:

Primary Location Malaysia - Petaling Jaya

Additional Locations

Worker Type Employee

Worker Sub-Type Regular

Time Type Full time
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