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The Head – Trade Marketing will define and steer the trade, customer, & shopper marketing strategy to support with the delivery of the Annual Operating Plan, driving top-line growth, distribution, and in-store excellence. The role leads category and shopper activations, channel programs, optimizes trade investments, and strengthens retailer and partner ecosystems to maximize brand visibility and ROI. It also anchors cross-functional collaboration and shopper insights to shape execution plans (national & market wise), while building and mentoring high-performing regional teams for consistent, high-impact delivery.

• Deliver the Annual Operating Plan (AOP): Achievement of top-line growth, distribution goals, and budget targets across channels incl MT, Ecom etc.
• Develop Trade Marketing Strategy: Create and implement annual customer marketing plans aligned with overall business objectives.
• Drive Channel Programs & Activations Develop channels beyond Chemists like Supermarkets etc.
• Lead Category Activations: Design and execute monthly trade and shopper activations across regions, ensuring consistency and impact.
• Stakeholder Collaboration: Work closely with Sales, Finance, IT, and Supply Chain teams to align execution with business goals.
• Optimize Trade Investments: Manage BTL expenditure and ensure ROI from promotions and activations
• Drive Shopper Insights: Leverage consumer and shopper behavior data to design effective campaigns and promotions.
• Partnership Development: Source and manage partnerships with retailers, distributors, and agencies to enhance execution.
• Brand Visibility & Execution: Champion in-store visibility, merchandising, and promotional campaigns to strengthen brand presence.
• Run the company-wide merchandizing program & loyalty program
• Help organization prepare Annual Operating Plans & Strategic Plans when necessary
• Performance Tracking: Monitor KPIs, campaign effectiveness, and category performance to refine strategies.
• Deep work with data & dashboards
• Work with Commercial Excellence Team to build right IT & Data Tools for Trade Spends Management & Claims Management Automation
• Ensure Compliance & Governance standards are upheld.
• Team Leadership: Lead and mentor regional customer marketing teams to ensure flawless execution and capability building.

Qualifications and Skills required:

• MBA (Full-time) / PGDM / Equivalent
• 9+ years of experience
• Should have handled Sales Directly for at least 2 years
• Commercial & Shopper Marketing Acumen: Deep understanding of shopper behavior, channel dynamics, in-store execution levers, and category activation to drive incremental sales and distribution.
• Strategic & Analytical Capability: Ability to translate business goals into customer marketing strategies, manage trade budgets effectively, and use data-driven insights to optimize ROI and execution quality.
• Leadership & Cross-Functional Influence: Proven capability to lead teams, collaborate with internal and external stakeholders for high-impact market execution.