Category Manager - Tanzania

Job Title: Category Manager - Tanzania

Industry: Pharmaceutical/Healthcare Products

Reports to: Head of Business Unit 

Jointly Reports to: Country Head 

JOB PURPOSE

Ensure profitable development of assigned brands and any other brands that may be entrusted at both marketing and operational levels. Responsible for building and sustaining the brand equity of the brands. Lead the development and execution of the marketing strategies.

KEY DUTIES & RESPONSIBILITIES

Brand Management

• Develop and implement marketing strategies to build the brand 

• Responsible for the elaboration and ensure the execution of the Marketing and Promotional plan for the brand  

• Prepare Brand Plans

• Develop and implement promotional activities 

• Manage Brand Communication strategy

• Manage the brand mix 

• Manage and coordinate all marketing, advertising and promotional activities

• Participate with Agency in the elaboration of the Marketing Plan

• Pre-market assessment in conjunction with authorities

• Develop pricing strategies 

• Monitor marketing plan and objectives 

• Plan and organise trade activities and promotional events 

• Ensure timely implementation of marketing communication 

• Plan, develop and implement marketing initiatives and activities to achieve brands objectives both short term and long term

• Prepare and coordinate events, marketing projects and advertising campaigns

• Manage and keep record of advertising materials

Category Management

• Design planograms and ensure perfect store 

• Planning of secondary displays and POSM

• To check displays in store 

• Prepare plan de mass (by using market share data, product segmentation and supplier guidelines)

• Implementation and follow up implementation of planogram

• Validate planogram with KAE

Financials

• Annual budget planning (sales target, advertising and promotional budgets) 

• Prepare budget by brand (economics trend, new products, campaign, price adjustment)

• Monitor, review and report on all marketing activities 

• Determine and manage the A&P Budget 

• Report on ROI and KPI

• Ensure that the marketing objectives are achieved, measured and reported 

• Preparation of presentations and sales reports 

• Ensure monthly GP is achieved and follow up on GP (check change in unit price, monitor sales report and take corrective actions)

• Preparation of brand plan

• Provide post event analysis and reporting

• Budget monitoring for marketing expenses

• Closely monitor and analyse sales and market share trends 

Suppliers Management

• Meet regularly with Suppliers to build effective relationships and promote the Cluster as a leading partner

• Respect suppliers’ regulations regarding storage, logistics, distribution, sales activities and pricing structures

• Prepare and ensure suppliers’ business reviews are prepared in a timely manner  

• Liaise with suppliers for NPD, set targets or strategic plans concerning brands

• Prepare the monthly reports and attend to all queries in a timely manner

• Prepare supplier's visit (business review, trade visit & administration)

• Main contact of suppliers

• Build strong relationship with suppliers

Customer Relationship Management

• Attend to all customer complaints

• Took corrective measures in order to satisfy customer’s needs

• Handle customer complaints effectively in a timely manner 

• Visit Key Customers 

Sales Forecasting

• Update sales forecast and liaise with Supply Chain to efficiently manage and monitor stocks 

• Follow up of proper ordering and smooth flow of stocks and optimum stock levels

• Align with calendar of activities 

• Review monthly sales forecast taking into account latest trends 

• Assess SFA and adjust forecast if need be

Promo Planning

• Planning of promo: pre-workings and analysis

• Work with sales team to create and tract promotional activities

• Ensure proper implementation of promotional and trade activities 

• Follow up with sales on demand plan

• Ensure deadlines are respected for submission of TPR and follow-up on implementation 

• Responsible for the elaboration of the trade promotions in consultation with KAE

Stock Management

• Analyse stock report and prepare action plan for depletion by brand, skus and customer

• Lead short expiry depletion plan 

• Analyse and validate impact for depletion (sales under cost, unit cost, finance by suppliers,..)

• Execute for depletion and follow up with sales team

• Share plan for execution by sales team after cross checking physical availability in warehouse

Market Monitoring

• Conduct market research to determine market requirements for existing and future products 

• Analyse the market, product performance and launching of new products 

• Data analysis and interpretation 

• Research products to identify new opportunities 

• Continuous observation and monitoring of competition and their activities 

• Keep track of and evaluate the marketing activity of competitors 

• Undertake market research to remain competitive in the consumer market 

• Collect, analyse and make use of information of the different media channels

• Ensure market surveys and field researches are carried out for new products 

• Closely monitor and analyse and competitive activities

NPD

• Conduct Market Analysis 

• Product trials and tasting

• Prepare costing and sales forecast 

• Authorisation from Authorities 

• Define distribution channel 

• Prepare Price List for listing 

• Prepare listing documents: presentation and sales arguments 

• Identify and propose new areas of development 

Reporting

• Preparation of figures and presentation

• Ensure timely sales and marketing reporting to suppliers and the Management

Service Excellence

• Participate in the implementation of Service Excellence initiatives/ projects of the department.

• Ensure that team members are fully engaged and committed to Service Excellence and that excellent service level are maintained at all times

• Assess Service level on a continuous basis and address any matter impeding excellent service level

• Handle and/or follow up on queries and complaints promptly and ensure that appropriate corrective actions are taken in a timely manner

• Implement Service Excellence KPIs, monitor and continuously improve service level of the department

Human Capital

• Work closely with sales team 

• Provide product knowledge training to internal and external stakeholders 

• Coach and monitor work of subordinates 

• Motivate and promote team work with subordinates 

• Ensure positive and effective communication with subordinates and staff 

• Ensure that the responsibilities, KPIs and accountabilities for all team members are defined, communicated and understood

• Develop performance standards, assess and manage performance of team members

• Lead and coach team members on Leadership Capabilities (as per IBL Leadership Framework)

• Create and maintain a positive and conducive work environment where team members are engaged and willing to perform at maximum capacity.

• Ensure that Human Capital initiatives including but not limited to Leadership, Succession Plan and ‘Great Place to Work’ are properly and successfully deployed within the department

• Identify competency gaps, manage learning and development plans and provide opportunities to team members to learn and grow

• Identify areas of improvement with respect to discipline, code of conduct, team members’ engagement and address & resolve conflicts & issues

• Ensure that all health and safety provisions and measures are properly adhered and complied with at all times

• Ensure that the department comply with established policies and procedures, company’s standard practices as well as legal provisions as per prevailing legislation

4. Qualifications, Skills and other prerequisites

Qualifications

• A B Com / master’s degree in a Science Field 

• Supported with an MBA or Business and Finance, Sales & Marketing or any other equivalent.

Experience

• At least 5 years’ experience in all aspects of developing and managing marketing and sales strategies in the Pharma Industry. 

Technical Knowledge & Skills

• Strategic thinker & result oriented 

• Excellent analytical and leadership skills

• Strong team player working with cross functional teams 

• Excellent communication, negotiation, influencing and interpersonal skills 

• Flexibility and adaptability

• Marketing skills

• Organisation and planning

• Strategic thinking and decision making 

• Problem solving

• Data analysis