Territory Trade Marketing - Home & Personal Care Category

Role Overview

This role drives in-market execution for a portfolio of Home & Personal Care brands, focusing on trade activations, distributor management, and retail visibility. Day-to-day responsibilities include planning and overseeing merchandising programs, negotiating with channel partners, and monitoring sell-out metrics to ensure distribution and share-of-shelf targets are met. Success in this position directly strengthens the brand’s presence in modern trade, general trade, and key sub-channels, making execution excellence a core priority.

Key Responsibilities

• Design and implement trade marketing plans that align with brand objectives, including promotions, point-of-sale materials, and in-store trials.
• Manage relationships with distributors and key retailers to secure shelf space, display units, and optimal product placement.
• Track and analyse sell-out data, market share trends, and competitor activity, using insights to adjust execution tactics.
• Coordinate field sales teams to ensure consistent merchandising standards, stock availability, and timely replenishment across assigned territories.
• Lead visibility and branding initiatives such as gondola ends, secondary placements, and thematic displays during peak seasons.
• Conduct regular store audits and route rides to identify execution gaps and coach distributor sales forces on best practice.
• Partner with brand marketing to align trade programs with consumer promotions, ensuring cohesive messaging from warehouse to shelf.
• Prepare monthly performance reports and present recommendations to senior management on trade investment efficiency.

Requirements & Qualifications

• Bachelor's degree in Marketing, Business Administration, Commerce, or a related discipline. A professional certification in Sales & Marketing is advantageous.
• 4–6 years of proven experience in Trade Marketing, Channel Development, or Field Sales specifically within the Home & Personal Care industry (categories such as Personal Care, Home Care, Hygiene, Beauty Care, Tissue, Detergents, Skin Care, Hair Care, Oral Care, or similar HPC segments).
• Mandatory: candidates must come from an HPC background. Beverages, edible oils, or predominantly food-oriented categories will not be considered.
• Hands-on experience managing distributors, executing trade activations, driving visibility programs, and improving in-store merchandising.
• Strong understanding of route-to-market models, retail execution fundamentals, and territory management in both modern and general trade.
• Demonstrated ability to influence sell-out performance and grow market share through disciplined execution.
• Commercially astute with strong negotiation skills; comfortable analysing sales data and creating action-oriented reports.
• Proficient in Excel (pivot tables, data analysis), PowerPoint (deck creation), and sales reporting tools.
• Self-starter who can work independently across multiple territories while managing stakeholder and distributor expectations.

What We Offer / Why Join

This role provides an opportunity to shape execution strategy for established brands in a fast-moving consumer goods environment. You will work closely with cross-functional teams and gain visibility into how trade investments directly impact market performance.