Territory Trade Marketing - Home & Personal Care Category

Role Overview

This role focuses on executing trade marketing strategies and managing channel development for a consumer goods company specialising in Home & Personal Care (HPC) categories. Day to day, you’ll work closely with distributors and retail partners to improve in-store visibility, coordinate promotional activations, and ensure consistent merchandising across assigned territories. Your work directly supports market share growth and brand presence in segments such as personal care, home care, hygiene, beauty, tissue, detergents, skin care, hair care, and oral care.

Key Responsibilities

• Design and roll out trade marketing plans that align with brand goals, focusing on shelf placement, secondary displays, and consumer off-take.
• Manage distributor relationships including stock forecasting, order processing, and performance reviews to maintain optimal inventory levels.
• Plan and supervise field-level activations, promotions, and visibility programs across modern trade and general trade channels.
• Conduct regular store visits to audit execution quality, ensure compliance with brand standards, and identify opportunities for improvement.
• Analyse sales data, category trends, and competitor activity to refine route-to-market strategies and trade investment decisions.
• Collaborate with field sales teams to align territory plans, target setting, and execution priorities for key accounts.
• Negotiate with retail buyers for prime shelf space, additional displays, and promotional calendar slots.
• Track and report on KPIs including sell-out volume, market share, distribution coverage, and return on trade spend.

Requirements & Qualifications

• Education: Bachelor’s degree in Marketing, Business Administration, Sales, Commerce, or a related field. A professional qualification in Sales & Marketing is an advantage.
• Experience: Minimum 4–6 years in Trade Marketing, Channel Development, or Field Sales, specifically within the Home & Personal Care (HPC) industry.
• Mandatory industry background: Experience in HPC categories such as Personal Care, Home Care, Hygiene, Beauty Care, Tissue, Detergents, Skin Care, Hair Care, or Oral Care. Candidates from Beverages, Edible Oils, or predominantly Food categories will not be considered.
• Proven capabilities: Demonstrated success in managing distributors, executing trade activations, leading visibility programs, and overseeing merchandising and market execution.
• Strategic understanding: Solid knowledge of route-to-market strategies, retail execution best practices, and territory management.
• Execution focus: Track record of driving sell-out, increasing market share, and delivering execution excellence across assigned areas.
• Core competencies: Strong commercial acumen and negotiation skills; excellent analytical and reporting abilities; capacity to work independently and manage stakeholders; proficiency in Excel, PowerPoint, and sales reporting tools.