Territory Trade Marketing - Home & Personal Care Category

Role Overview

This role focuses on executing trade marketing and channel development strategies for a fast-moving consumer goods company operating exclusively within the Home & Personal Care sector. Day to day, you will work hands-on with distributors and retail partners to drive in-store visibility, manage merchandising standards, and coordinate promotional activations that convert into measurable sell-out growth. Your work directly supports the company’s objective to increase market share and ensure consistent execution excellence across assigned territories.

Key Responsibilities

• Plan and execute trade activations and visibility programs that align with brand objectives and seasonal sales cycles.
• Manage distributor relationships to ensure inventory accuracy, timely order fulfilment, and adherence to agreed service levels.
• Conduct regular field visits to audit retail execution, monitor competitor activity, and identify opportunities for in-store improvement.
• Develop and implement route-to-market plans that optimise coverage and cost efficiency for each territory.
• Collaborate with sales teams to set sell-out targets and track performance against market share goals.
• Coordinate with internal marketing to adapt national campaigns for local retail environments and customer needs.
• Prepare detailed sales reports and post-activity analyses using Excel, PowerPoint, and sales reporting tools.
• Train distributor sales forces on product knowledge, merchandising principles, and activation execution standards.

Requirements & Qualifications

• Bachelor’s degree in Marketing, Business Administration, Sales, Commerce, or a directly related field.
• 4–6 years of professional experience in trade marketing, channel development, or field sales, all within the Home & Personal Care industry.
• Mandatory category exposure to at least one of these areas: Personal Care, Home Care, Hygiene, Beauty Care, Tissue, Detergents, Skin Care, Hair Care, or Oral Care. Candidates whose entire background is in Beverages, Edible Oils, or predominantly Food categories will not be considered.
• Proven track record of managing distributors, planning trade activations, and improving retail execution metrics such as product visibility and shelf share.
• Strong commercial acumen with the ability to negotiate terms, analyse sales data, and make data-driven decisions.
• Advanced proficiency in Excel for reporting and analysis, plus PowerPoint for presenting findings and plans to stakeholders.
• Excellent stakeholder management skills, with experience building trust and alignment between brand teams and distributor partners.
• Ability to work independently across multiple territories, prioritising field visits and administrative tasks without daily supervision.