Category Commercial Development Manager

Are you ready to join a multinational company and a dynamic team for great achievements? Do you like unique challenges and experiences? Do you want to use professional competencies and skills? We offer an attractive and dynamic international working environment with constant opportunities for development, reflecting our conviction that people are our most important asset.

Nestle Ukraine, worldwide leader in Food and Beverage industry, successfully working and developing in Ukraine, is announcing an opening of Category Commercial Development Manager position in Nutrition Business in Kyiv.

Position Summary:

Guard the essence of CDT: longer-term strategic perspective (MBS & MBP mindset and content), Category leadership and Channel solutions and application of Strategic Revenue Management. Act as a gatekeeper for trade implementation of all relevant generating demand initiatives for Infant Nutrition and Dairy categories, ensuring that all are well defined in terms of size of resources (Product fixed marketing expenditures (PFME)/Total Trade Spend (TTS)) versus expected outcomes (incremental sales volumes, incremental distribution, incremental no of new shoppers, etc.).

Main Responsibilities:

Shopper Centricity:

• Defines the shopper tension / Hub and country.
• Ensures that Shopper insight is considered in all commercial decisions (from Ideas to Launch to Shopper communication).

Category Leadership:

• Defines and track implementation of best visibility solutions for managed categories to deliver growth & market share objectives (POSM, shopper activation programs, etc).
• Ensures Category Growth Drivers and Activation Platforms illustrated in ALL initiatives: from Innovation and Renovation to Route to Market, Price/Promo, Shopper Communication.
• Will ensure that Category Strategy is presented to Strategic Customers in own Hub and we engage with them and take their agreement in implementing detailed plan.

Channel Solutions:

• Proposes the Channel Prioritization in own Hub (core vs accelerator channels) and designs solutions to capitalize on the identified opportunities.
• Ensures that Channel prioritization for respective Hub is correctly reflected in Sales plans.
• Attends the Quarterly Total Customer Investment reviews and Commercial Strategy Day/Hub.

Strategic Revenue Management:

• Will ensure that SRM mindset, analysis, knowledge and capabilities are part of everyday routines processes and thinking.
• Total Customer Investment is 100% Sales owned and managed, yet Head of Category CDT SEE and Category CDT Local need to know Total Customer Investment structure/allocation so that we make sure it respects customer/channel strategy and customer mix is always in line with business objectives. 

Commercial Planning: 

• Will drive the alignment of executable brand, channel, customer & field sales plans (Channel & Customer Market Business Strategy, Integrated commercial plan, Market Business Strategy, pre-post evaluation) that deliver on business targets, proactively managing gaps between objectives and actuals at a corporate level.
• Will drive/lead the on-going alignment of executable brand, customer & field sales plans that deliver on annual business targets.
• Will drive process efficiency and continuous improvement, by ensuring consistent application of optimal integrated commercial planning practices and that discipline is established and maintained.
• Co-ordinate execution and track delivery of commercial plans to leverage opportunities, maximize synergies and optimize resource allocations.
• Guards POSM process to eliminate losses in WH.
• Monitors competitive landscape and identify opportunities for Nestle.

Budget Control:

• Negotiates PFME allocation for respective Category/sub-Category during Integrated commercial plan & PFME planning process. 
• Continuously monitors budget spending in line with agreed planning.
• Partners with marketing, sales & finance to optimize promotion plans based on systematic promotional evaluation, challenge effectiveness, funding & mechanics, consistently applying Keep/Modify/Drop mindset, balancing trade investment with customer tactics and needs, to improve return on investment.

Main Requirements:

• 2+ years commercial experience.
• Previous experience in Sales and/or Marketing.
• Demonstrable record of success in a customer facing role, with clear understanding of selling process.
• Understands shopper behavior.
• Understands key business functions.

Nestle Ukraine is an equal opportunity employer. We offer all qualified employees and applicants identical chances.