Job Title: Trade Marketing Manager Function: Trade Marketing

Location:
Mumbai HO Reports To: NTMM Direct Reports: TAMs Role Level: Manager Role Purpose Lead the development and execution of trade marketing plans that improve customer engagement, channel execution and business performance across pharmacy, chain, hospital and clinic channels. The role leads national along with regional pharmacy activation lesioning with the TAM and RBMs and drives secondary business through the merchandising team by strengthening pharmacy coverage, product availability, visibility, assortment and order conversion. Key Accountabilities Trade strategy and channel planning
• Develop annual and quarterly channel plans aligned with business targets, brand priorities and market opportunities.
• Translate brand and sales priorities into explicit channel, customer and territory plans with defined objectives, budgets, owners and measures.
• Identify opportunities to improve distribution, productive coverage, availability, assortment, visibility and customer engagement.
• Work with Brand, Sales teams to align plans, resolve execution barriers and support business priorities.
• Priorities trade investments based on opportunity, expected impact and return. Team leadership and TAM effectiveness
• Lead, coach and develop TAMs; set clear objectives, territory priorities and performance expectations.
• Review territory plans, customer opportunities, execution and business outcomes through a regular operating cadence.
• Strengthen TAM capability in customer management, commercial planning, negotiation, analysis and execution.
• Ensure effective coordination between TAMs, Sales teams, key accounts and distributors. Activation and customer engagement




• Plan and deliver channel and customer activations that support priority brands, ranges and business objectives.
• Build activation plans covering target customers, proposition, execution requirements, timelines, budget and success measures.
• Coordinate calendars, materials and resources with Brand, Sales and external partners; monitor execution quality and compliance.
• Evaluate activation outcomes, capture learning and apply it to future programmes. Secondary business through merchandising
• Drive secondary business through structured pharmacy engagement and merchandising visits.
• Define outlet priorities, visit objectives and execution standards for the merchandising team.
• Enable merchandisers to support availability, assortment, visibility, order generation and repeat purchases in coordination with Sales and distributors.
• Work with Sales and distributor partners to convert outlet opportunities into billed orders and support fulfilment.
• Track store-level execution and sales outcomes; address gaps in coverage, productivity and conversion.
• Clarify ways of working across the merchandising and Sales teams to ensure coordinated customer engagement. Distribution expansion and performance management
• Support expansion into priority towns and outlets in partnership with Sales and distributor teams.
• Track store identification, onboarding, KYC,



activation and business contribution against agreed plans.
• Maintain dashboards and review mechanisms for secondary business, coverage, distribution, assortment, availability, visibility and activation effectiveness.
• Use data and field feedback to identify performance gaps, recommend corrective actions and provide clear updates to leadership. Budget and partner management
• Plan and track trade marketing and activation budgets; ensure spend is aligned with approved plans and objectives.
• Brief and manage agencies and vendors against agreed deliverables, timelines, service levels and company processes.
• Ensure appropriate documentation, governance and evaluation of programmes and vendor performance. Education and Experience
• Bachelor’s degree in Business, Marketing, Pharmacy or a related discipline; postgraduate qualification in Business or Marketing is preferred.
• Typically 8–12 years of experience in trade marketing, channel marketing, sales or commercial roles, preferably in FMCG personal care or a related sector.
• Experience leading field teams and working with pharmacies, distributors, chain accounts or healthcare channels.
• Experience managing customer activations, merchandising programmes, budgets, agencies and performance reporting. Core Competencies
• People leadership, coaching and performance management
• Commercial judgement and customer orientation
• Trade and channel planning with strong execution discipline
• Data interpretation, problem solving and decision making
• Stakeholder management and cross-functional collaboration
• Planning, prioritization and clear communication

📌 Trade Marketing Manager (Mumbai)
🏢 Galderma
📍 Mumbai