Head of Trade Strategy

vor 5 Monaten

Hamburg, Deutschland Imperial Brands Vollzeit

**The Role**

As a member of the Market Leadership Team, the Head of Trade Strategy & Execution will contribute to the overall strategic direction and engagement of the organisation. This includes providing Leadership, strategic direction and personal and team development for the Trade Strategy & Execution Team.

Reporting into the Market Manager for Germany, this role will require a proven sales leader able to demonstrate a track record in people management:

- Manage a team of trade engagement, category and sales execution managers/execs to co-create the trade planning strategy including retail classification, category management, trade coverage, cycle processes, capacity planning, trade priority monitoring, KPI tracking and reporting, and research and insights
- Engage team to collaborate and draw synergies across categories and through all route to market channels
- Coach, motivate and develop the team to deliver high performance and achieve individual and team KPIs, taking ownership and being proactive
- Conduct performance reviews, manage under performance and absence in line with company policy

**Principle Accountabilities**

Planning and Execution
- Initiate, develop, deliver and manage processes, tools, communication plans and frameworks for all categories (FCT, FMC, OTP and NGP) to drive the trade strategy and operational planning for all channels
- Accountable to ensure a successful and sustainable category management, based on shopper insight and activated via best-in-class trade marketing activation and executed via sales excellence
- Ensure a monthly review of the strategic plan to achieve the business objectives under consideration of policies at cluster and group level
- Define short and long-term trade and channel (&sub-channel) strategies and category management concepts within the Market, taking into account the respective KPIs (Distribution, On-Shelf-Availability) & requirements of customers, shoppers and internal stakeholders under consideration of the holistic 360 approach
- Coaching the teams to achieve the full operational plan, diminishing barriers, building key stakeholder relationships and optimising customer advocacy strategy as well as driving efficiencies through mastering sales operations
- Managing and developing the German Trade Strategy & Execution department through effective allocation of human and financial resources within the Trade & Sales Operational Budget
- Development of an holistic B2B // B2B2C advocacy & customer engagement and channel strategy for the German
trade universe in closed collaboration with the market leadership team as well as the respective cluster departments
- Ensure holistic operational planning and the optimal operational design of sales activities across the Market Forces,
considering the corporate strategy as well as the channel-specific orientation
- Develop and implement complementary market development concepts across all Market Forces with the aim of
maximizing effectiveness and optimizing resource allocation
- Monitoring market force performance by providing and analyzing structural and project-related sales insights,
success-critical monitoring and initiating corrective control measures
- Continuous further development of the sales execution area in terms of content and processes to increase the
efficiency and effectiveness of customer management via market forces and the sales activities at the POS/POP
- Leading, participating in or coordinating higher-level projects across all categories also at Group and regional level
with regard to strategic topics
- Responsible for the further development of the trade business relating to new channels and business models
- Conduction of efficient stakeholder management
- Exchange and share experiences, methods and procedures of the area of responsibility in terms of best practice
sharing with appropriate stakeholders to improve processes and strengthen company knowledge
- Planning, monitoring and reporting the budget for the area of responsibility
- Delivery of annual commercial KPIs for the Market

Stakeholder Management and Collaboration
- Act as a key influencer and stakeholder for the Market Germany and the Trade Strategy & Execution department, ensuring that the trade strategy and executional plans support IB Germany overall objectives
- Collaborate closely with other functions to deliver agreed plans through excellence in execution
- Work closely with other Region and Group Functions to ensure alignment, support key initiatives and achieve performance KPIs
- Have a strong relationship with the Trade and other external agencies/stakeholders
- Leverages access to external network to help solve problems and / or capitalise on opportunities
- Supports team with building these relationships
- Role modelling as a key leader in the overall organization

**Skills and Experience Required**
- 8-10 years professional experience in the sphere of sales
- High level of abstraction skills
- Highly develope

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