Head of Trade Strategy & Execution

The Role

The Head of Trade Strategy & Execution is a critical role within the Market Leadership Team (MLT). The successful candidate will be responsible for leading several teams working across Sales & Trade strategy and execution.

The Head of Trade Strategy & Execution will develop, implement, execute and evaluate Trade Marketing strategies, processes and tools to impact shoppers and customers against commercial objectives.

This includes managing related global frameworks, initiatives, technologies and best practice.

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
• 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 developed decision-making
• Ability to conduct complex, high value negotiations
• Analytical skills
• Leadership experience
• Entrepreneurial Thinking and networking skills
• High levels of assertiveness
• Fluent in German and English

Desirable

Profound technical skills, in particular experience of the German trading environment and the tobacco industry

What We Offer

In return for playing your part in building our future, you will receive a comprehensive compensation package with salary, bonus scheme and many extras including a great pension scheme, generous holiday entitlement and hybrid / flexible working opportunities as well inspiring places to work and collaborate with purpose.

Here at Imperial we will give you the opportunity to grow and learn, innovate at pace and be a part of our purpose to forge a path to a healthier future for moments of relaxation and pleasure for our consumers.

Everyone Belongs

About Us

We're a truly international company, fourth largest in our industry and operating across 120 markets. An inclusive, innovative global FMCG business supported by 25,000 employees.

As we embrace a new era of growth, we are transforming. Our ways of working and culture are driven by a challenger mindset, constantly questioning the status quo where people can bring their best selves to work.

Our agility and collaboration are driving our ambitions, innovation and success all supported by our award-winning development programmes that creates exciting and rewarding career opportunities for all.

Encouraging inclusion at local levels and supporting a developing and robust diversity agenda globally, we’re fully committed to creating and maintaining an environment that celebrates and respects difference.