Job Purpose
- The Trade Marketing & Insights Manager is responsible for supporting the execution of BevCo's Trade Marketing strategy while leading the generation of customer, channel, shopper and commercial insights that enable data-driven decision making across the business.
- The role acts as the analytical and commercial support function for the National Trade Marketing & Commercial Insights Manager, translating complex internal and external data into actionable recommendations that drive profitable growth, improve commercial execution and support strategic business planning. Working cross-functionally with Sales, Marketing, Revenue Growth Management, Finance, Supply Chain and Planning, the incumbent develops customer and channel insights, evaluates commercial performance, identifies growth opportunities and supports the development of BevCo's Annual Operating Plan (AOP), Integrated Business Planning (IBP) process and ongoing commercial reviews.
- The role also supports the execution of Trade Marketing initiatives, shopper activation programmes and channel development strategies to improve market penetration, customer engagement and execution excellence across all routes to market.
Key Accountabilities and Outputs
Trade Marketing Strategy & Execution
- Support the implementation of BevCo's national Trade Marketing strategy across all customer channels.
- Translate strategic commercial priorities into practical customer and channel activation plans.
- Develop and execute annual Trade Marketing plans aligned to commercial objectives.
- Coordinate trade marketing campaigns, promotional activity and product launches.
- Develop customer-specific activation plans that improve visibility, availability and conversion.
- Support the execution of national and regional customer initiatives.
- Develop sales support tools, customer presentations and launch materials.
- Ensure consistent execution of the "Picture of Success" and merchandising standards across all channels.
- Monitor trade marketing effectiveness and recommend improvements to maximise return on investment.
- Work closely with Sales teams to ensure successful execution of customer and channel plans.
Commercial Insights & Analytics
- Generate actionable commercial insights that support strategic and operational decision-making across the business.
- Analyse customer, channel, sales and market performance to identify opportunities, risks and performance gaps.
- Develop and maintain commercial dashboards, scorecards and KPI reporting using business intelligence tools.
Trade Marketing and Commercial Insights Manager
- Interpret sales, customer, market and financial data to identify trends and recommend commercial interventions.
- Analyse numeric distribution, weighted distribution, customer penetration, sales mix and outlet productivity.
- Evaluate customer profitability, product performance and commercial investment effectiveness.
- Conduct pricing, promotional and assortment analysis to identify growth opportunities.
- Monitor competitor activity, market developments and channel trends to support strategic decision-making.
- Perform white-space analysis to identify opportunities for customer acquisition, distribution expansion and market penetration.
- Translate complex analytical findings into clear, practical commercial recommendations for senior leadership.
- Continuously improve reporting accuracy, data quality and analytical capability across the Commercial function.
Annual Operating Plan (AOP) & Commercial Planning
- Lead the preparation of commercial insight packs supporting the Annual Operating Plan (AOP).
- Analyse historical sales performance, customer trends and market dynamics to inform growth assumptions.
- Develop channel, customer and category performance reviews to support annual planning.
- Identify strategic growth opportunities through customer, channel and portfolio analysis.
- Provide commercial forecasts and scenario modelling to support business planning.
- Partner with Finance, Sales and Planning teams to validate commercial assumptions.
- Develop presentations and recommendations for strategic planning workshops and Executive reviews.
- Support Integrated Business Planning (IBP) through robust commercial analysis and reporting.
Shopper, Customer & Channel Insights
- Analyse shopper behaviour, purchasing patterns and customer trends across all trade channels.
- Develop customer segmentation and channel profiling frameworks.
- Identify changing consumer preferences, affordability trends and market opportunities.
- Evaluate category performance and customer buying behaviour.
- Develop insight-led recommendations to improve customer engagement and shopper conversion.
- Partner with Marketing to translate shopper insights into effective activation strategies.
Revenue Growth & Commercial Performance
- Partner with Revenue Growth Management to evaluate pricing strategies, promotional effectiveness and customer investment.
- Analyse trade spend, promotional ROI and commercial investment returns.
- Support pack architecture and portfolio optimisation initiatives.
- Identify opportunities to improve gross margin, mix and revenue growth.
- Evaluate customer investment effectiveness and recommend optimisation opportunities.
Market Intelligence & Competitive Analysis
- Monitor competitor activity, pricing, promotional activity and market developments.
- Conduct regular market and channel reviews to identify risks and opportunities.
- Analyse syndicated market data (e.g. Nielsen or equivalent) where available.
- Develop competitor benchmarking and market intelligence reports.
- Identify emerging trends that may influence BevCo's commercial strategy.
- Performance Reporting & Business Reviews
- Produce weekly, monthly and quarterly commercial performance reports.
- Develop Executive dashboards highlighting KPIs, trends and commercial opportunities.
- Prepare business review presentations for Commercial Leadership.
- Monitor key commercial KPIs and recommend corrective actions where required.
- Maintain reporting standards and ensure consistency of commercial information across the business.
Cross Functional Business Partnering
- Partner with Sales, Marketing, Finance, Supply Chain, Planning and Revenue Growth Management to deliver integrated commercial solutions.
- Support Market Unit teams with customer, channel and performance insights.
- Translate commercial data into meaningful recommendations that improve business performance.
- Drive a culture of insight-led decision making throughout the Commercial function.
- Build strong working relationships with internal stakeholders to improve collaboration and business outcomes.
Executive Commercial Support
- Support the Executive Leadership Team in the preparation of strategic presentations, business reviews and commercial update packs for Executive Committee, Board, Annual Operating Planning (AOP), Integrated Business Planning (IBP) and other strategic forums.
- Develop high-quality executive presentations that translate complex commercial, customer, channel and market data into clear, concise and actionable business insights.
- Consolidate and synthesise commercial information from Sales, Marketing, Finance, Revenue Growth Management and Supply Chain into integrated business performance reviews.
- Prepare monthly, quarterly and annual business review packs highlighting key performance trends, strategic risks, growth opportunities and recommended actions.
- Support the development of annual strategic planning presentations by providing robust market analysis, customer insights, commercial forecasts and channel recommendations.
- Ensure executive reporting is accurate, visually compelling and aligned to BevCo's strategic priorities and commercial objectives.
- Partner with senior stakeholders to develop presentations for customer reviews, strategic workshops, leadership meetings and shareholder reporting where required.
- Continuously improve the quality, consistency and effectiveness of executive reporting and presentation standards across the Commercial function.
Qualifications and Experience
Minimum Qualifications
- Bachelor's Degree (NQF Level 7) in Commerce, Marketing, Business Management, Economics, Statistics, Business Science or a related discipline.
- Advanced Microsoft Excel.
Ideal Qualifications
- Postgraduate qualification in Marketing, Business Management, Commercial Management, Data Analytics or Business Intelligence.
- Certification in Power BI, Tableau or similar Business Intelligence platform.
- Category Management or Revenue Growth Management qualification advantageous.
- Project Management qualification advantageous.
Minimum Experience
- 5–7 years' experience in Trade Marketing, Commercial Excellence, Sales Analytics, Category Management or Commercial Insights within an FMCG environment.
- Experience developing customer and channel strategies using commercial insights.
- Experience producing commercial reporting, dashboards and business reviews.
- Strong experience analysing customer, sales and market performance data.
- Experience supporting commercial planning, budgeting or Annual Operating Planning (AOP).
- Strong understanding of Trade Marketing principles and customer activation.
- Experience working cross-functionally within Sales, Marketing and Finance.
Ideal Experience
- 7–10 years' experience in Trade Marketing and Commercial Insights within a multinational or leading FMCG organisation.
- Experience using SAP, Power BI, Nielsen or similar analytical platforms.
- Experience supporting Revenue Growth Management initiatives.
- Experience in customer profitability analysis and commercial investment evaluation.
- Experience leading analytical projects and developing commercial insight capabilities.
- Experience presenting commercial recommendations to senior leadership.
- Experience working within an Integrated Business Planning (IBP) environment.
Core Competencies
- Trade Marketing Strategy & Execution
- Commercial Insights & Analytics
- Customer & Channel Planning
- Shopper Marketing
- Market Intelligence
- Business Performance Analysis
- Sales & Commercial Reporting
- Dashboard Development
- Data Visualisation & Storytelling
- Annual Operating Planning (AOP)
- Revenue Growth Management
- Category & Channel Analysis
- Customer Profitability Analysis
- Financial Acumen
- Commercial Acumen
Project Management
- Stakeholder Management
- Strategic Thinking
- Cross-Functional Collaboration
- Continuous Improvement
Behavioural Competencies
- Commercial Acumen: Demonstrates a strong understanding of commercial drivers, customer dynamics and market economics. Uses business knowledge to identify opportunities that improve profitability, market share and sustainable growth.
- Analytical Thinking: Interprets complex commercial, financial and market data to identify trends, diagnose business challenges and develop practical, evidence-based recommendations that support strategic decision-making.
- Insight Generation: Transforms customer, shopper, channel and sales information into meaningful commercial insights that influence business planning, customer strategies and growth initiatives.
- Strategic Thinking: Understands the broader commercial landscape and anticipates future opportunities and risks. Aligns analytical outputs to long-term business objectives and supports the development of strategic plans.
- Business Partnership: Builds strong collaborative relationships across Sales, Marketing, Finance, Revenue Growth Management, Supply Chain and Planning. Works proactively to deliver integrated commercial solutions and shared business outcomes.
- Execution Excellence: Drives high-quality execution through disciplined planning, effective prioritisation and attention to detail. Ensures trade marketing initiatives and analytical outputs are delivered accurately and on time.
- Continuous Improvement: Challenges existing ways of working and proactively identifies opportunities to improve reporting, processes, systems and commercial effectiveness through innovation and best practice.
- Influencing & Communication: Communicates complex analytical findings in a simple, compelling manner. Builds credibility with stakeholders and influences decisions through clear recommendations supported by robust data.
- Customer & Shopper Focus: Maintains a deep understanding of customer needs, shopper behaviour and channel dynamics, ensuring recommendations enhance customer value, shopper experience and commercial performance.
- Accountability: Takes ownership for delivering high-quality insights, trade marketing initiatives and commercial outcomes. Demonstrates integrity, reliability and a commitment to achieving agreed business objectives.
Deadline:31st August,2026
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