Category Commercial Manager

Profitable Delivery of the annual plan through sales:

▪ Set Sales priorities with Activity Flowchart Promo Calendar, Manage category risks and opportunities

▪ Work with sales (challenge, provide input & support ) on bottom-up planning of customer; 4-12 months volume forecast responsibility

▪ Financial KPI tracking to deliver both topline and bottom line

▪ Manage volume calls, understand performance drivers and work with sales to address needs

Delivery of Commercial Effectiveness Plans:

▪ Owner of non-promo based trade strategy & mechanisms, evaluations and impact on category and commercial metrics to ensure continuous improvement.

▪ Manage sales and marketing budgets

▪ Working closely with Marketing and build the commercial plan for NPD; generate customer tailored insights

Retailer Strategy:

▪ Strategy development, distribution targets,

▪ Negotiations per KA Counterparts ; recommendations for assortment, tailormade activities, promo slots etc.)

▪ Set out external customer rationale (Selling Story) for promotional strategies based on insight

▪ Ensure strategy deployment for the price and assortment positioning

▪ Analysis on categories’ sales rates, customer’s demand ; potential and real customer’s queries;

▪ Develop sales indicators (turnover and profit)

▪ eCommerce strategy

Key Outputs:

▪ Internal alignment with sales / talk daily with the sales teams

▪ Forecast validation – 4 months up to 1 year commercial plan

▪ Retail channel pricing execution per customer

▪ Innovation: define distribution strategy and customer target setting

▪ Promotional calendar, quarterly promo approvals by customer

▪ AOP P&L delivery

▪ Alignment of channel strategy with sales and supply chain