GENERAL DUTIES AND RESPONSIBILITIES
The Commercial Trade & Category Manager drives sustainable growth across Pharma and Derma Cosmetic portfolios through trade strategy, category development, omnichannel planning, and customer collaboration.
This role partners closely with Marketing, KA/eKAM, Finance, and Supply Chain teams to translate brand strategies into effective channel growth plans, while leading commercial planning, trade investment governance, pricing strategy, and execution excellence across pharmacy, H&B, and eCommerce channels.
Commercial Strategy & Planning:
• Develop and implement integrated
trade marketing strategy aligned with annual business objectives.
• Translate brand plans into channel-specific commercial plans
• Lead annual commercial calendar planning, including product launches, seasonal campaigns, platform events, and key business priorities.
• Define channel strategies across pharmacy, H&B, and eCommerce
• Support annual business planning and forecasting processes. Category Management & Shopper Insights:
• Lead category development initiatives across all commercial channels.
• Analyze sell-out data, shopper behavior, market trends, and competitive activities to identify growth opportunities.
• Develop category growth strategies and channel-specific assortment strategy.
• Partner with customers to improve category performance through data-driven
recommendations.
Trade Promotion, Commercial Visibility & Execution Excellence:
• Analyze sell-out data, customer performance, market intelligence and platform analytics to identify growth opportunities and business risks.
• Develop annual trade investment plans aligned with business priorities. Partner with KA/eKAM
teams to develop annual and quarterly Joint Business Plans (JBP) with key pharmacy chains, H&B retailers, and eCommerce platforms.
• Lead planning of trade promotions and commercial activation programs across channels (pharmacy, H&B).
• Develop visibility guidelines and activation frameworks aligned with brand positioning.
• Monitor in-store execution & visibility compliance
• Manage trade marketing budget and ensure efficient resource allocation across channels and customers.
• Monitor campaign performance and recommend improvements based on business results.
• Recommend optimization opportunities to improve commercial productivity and profitability.
Pricing Strategy & Commercial Governance
• Define and manage pricing architecture across channels
• Monitor pricing compliance and channel pricing consistency.
• Identify pricing risks, channel conflicts, and unauthorized discounting
