JOB DESCRIPTION

Job Title : Manager –Trade Marketing

Location : Mumbai

Reports to : Sales Director

Supervises : 2 Channel Trade Marketing Executives

1. Business Overview
About Danone Group:

Mission: ‘Bringing Health through Food to as Many people as Possible’

Danone, the only food group in the world to focus solely on health, is comprised of four divisions, holding global
leadership positions in each division: Dairy, Water, Early Life Nutrition and Advanced Medical Nutrition.

Danone’s dual focus on commercial performance and societal responsibility, combined with an ongoing
commitment to innovation and the strengthening of its health oriented brands, has resulted in strong performance
world wide.

Danone employs more than 100,000 people across the globe, recording more than €20 billion turnover.

More information can be found at www.danone.com

About Danone India:

In India Group Danone operates two entities- Nutricia International Pvt Ltd, which specializes in nutrition with a
portfolio of products for pregnant mothers, infants, young children as well as adults. These products are
manufactured in India and sold nationally under recognized brands including Farex, Protinex, Dexolac and
Nusobee, Aptamil

The other entity is Danone Food & Beverages India Pvt Ltd and some of its brands include Danone Milk, Danone
Dahi & Flavoured yogurts, Danone Lassi, Danone Buttermilk.

Danone employs more than 1,000 people across India with more than €73.5 million turnover. With the head office
in Mumbai, Danone has two factories located in Lalru, Punjab and Sonipat, Haryana.

2. Role and Responsibilities

Development of the Baby Division Category and HFD Category

Will serve as interface between Marketing, Supply Chain, Medical Team, HR, Finance
To drive Numerical and Weighted Distribution
To Translate brand strategies into sales plans
To develop the Channel Strategies with each of the Channel Heads

To lead the Global planning system (Demand planning)
3. Main Duties and Functions

Business Intelligence
 Investigate & integrate relevant facts and insights (Shopper, Customer & Channel) to identify Category
and Danone growth opportunities
 To understand and monitor key competitors activities (product development, pricing, distribution,
merchandising and promotion activities in order to provide feedback internally)
 Lead shoppers / category research by working with research agencies
 Identify opportunities and enable fact-based decision
 Sales lead for Nielsen related issue / analysis when needed.
.
Category and Channel Management
 To lead the development of the Early Life Nutrition and Adult Nutrition Category & the deployment of
Channel growth strategy
 Translate Brand strategies into sales strategies with detailed plans to the sales team
 Drive category growth by managing category projects (Example: Chemists events)
 Raise NPD opportunities to the Brand teams, to include a category or shopper rationale for each
opportunity.
 Define the strategy and plans for each of the Channels / customers and make sure of its implementation
 Define the Picture of Success by Channel / Outlet (Right Assortment, space, placement)
 Develop the strategy, detailed plans and follow up execution and results of the instore executions
 Animate the in store excellence program (TIGER)
 Design programs and oversee plans that motivate or create excitement in sales organization including
distributor sales team (i.e. sales off-site, sales launch, incentives for Sales team, conventions, and team
building activities)

Stakeholders alignment and Trade Support budget management

 Will serve as interface between Marketing, Supply Chain, Medical team, HR and Finance
 Budget Planning & Management
 To organize a monthly meeting with all the Marketing Teams to analyse the sales performance by brand,
by region, identify market opportunities; provide feedback from the sales team and track competitors’
activities.
 In charge of Sales forecasting

4. Organization / Reporting

• The incumbent will be reporting to the Sales Director