Trade Marketing Manager - FMCG - GCC Market

Trade Marketing Manager GCC | Based in Dubai

Job Description:

Location: Dubai, United Arab Emirates (Regional Role - UAE, KSA, Kuwait, Qatar, Oman, Bahrain)

Availability: Immediate requirement - this is a newly created position as part of Emami's regional growth strategy

Reporting to: Business Head - Emami International

Collaboration With: Country Managers, Distributor Teams, Emami Finance, Distributor Finance, and Sales Leadership Teams

About Emami International:

Emami International, part of the Emami Group, is a leading name in the global FMCG sector, offering a diverse and trusted portfolio of Beauty and Personal Care brands. With an aggressive expansion strategy across the GCC region, we are investing in new leadership roles to support market growth, channel performance, and commercial excellence.

The Trade Marketing Manager - GCC is a newly established role based in Dubai, created to strengthen regional go-to-market strategies and drive channel execution.

Role Summary:

As Trade Marketing Manager - GCC, you will be responsible for formulating and implementing trade strategies that maximize brand visibility, drive sales performance, and ensure strong ROI on trade investment across GCC markets.

This role is highly strategic and cross-functional, interfacing between marketing, sales, distributors, and finance teams.

You will play a pivotal role in driving P&L impact, ND/WD growth, distributor engagement, and GTN management, while building systems for trade effectiveness in both modern and traditional trade channels.

Key Responsibilities:

Trade Strategy & Execution:

- Design and deploy channel-specific trade strategies, aligned with brand objectives and country-specific dynamics.

- Build and execute monthly cover plans, visibility programs, and BTL activations to boost offtake across retail formats.

- Drive Brand Development Associate (BDA) effectiveness and coverage through structured planning and incentive programs.

Commercial & P&L Accountability:

- Manage the full trade marketing budget with clear focus on spend optimization and ROI tracking.

- Deliver Gross-to-Net (GTN) efficiency and support commercial teams in identifying cost-saving opportunities across trade investments.

- Collaborate with finance for budgeting, accruals, claim reconciliations, and spend-to-sales analysis.

Sales & Distribution Integration:

- Partner with country sales heads and distributor teams to enhance Numeric Distribution (ND) and Weighted Distribution (WD).

- Co-own channel activation KPIs with sales leads and ensure execution excellence on the ground.

- Identify market-specific opportunities for expansion, premiumization, and margin improvement through localized trade programs.

Partner Negotiation & Trade Terms Management:

- Lead rate negotiations, promo mechanics planning, and trade terms setting with key retailers and distributors.

- Participate in shaping distributor agreements, ensuring clarity in trade investment sharing, performance metrics, and compliance.

- Establish annual and quarterly Joint Business Plans (JBPs) with partners, aligning on topline growth, profitability, and in-market execution.

- Performance Analytics & Continuous Improvement

Develop and monitor KPIs across:

- Trade ROI

- BDA coverage and productivity

- Promotion effectiveness

- ND/WD growth trajectory

- Execution compliance levels

- Lead structured post-event evaluations to refine future activity planning and budget allocation.

Candidate Profile:

Education:

- MBA is mandatory - ideally with a specialization in Marketing, Sales, or Business Strategy.

Experience:

- 5 to 7 years of Trade Marketing experience in the GCC, preferably in FMCG - Beauty & Personal Care.

- Experience in India in a similar role is a strong plus and highly valued.

Core Competencies:

- Strong command over channel strategy, promotion planning, and trade mechanics

- High commercial acumen with P&L ownership mindset and strong GTN discipline

- Advanced skills in rate negotiation, BDA management, distributor operations, and market analytics

- Effective communicator with cross-cultural awareness and stakeholder management capability

- Agile, hands-on, and performance-focused with a growth-oriented mindset

Why This Role?

- New Strategic Role: Be the first to lead this newly created position with full ownership and visibility.

- Regional Impact: Directly influence trade performance across six key GCC markets.

- Career Growth: Work in a high-autonomy, high-impact environment that values initiative and business contribution.

- Leadership Exposure: Collaborate with cross-functional and senior leadership teams at Emami International.