We Go Places! How about you?
Location: Lusaka, Zambia 
Function: Commerce
Type of Contract: Permanent

Closing Date: 6 March 2026

 

Role Purpose:

The Trade Marketing Manager will be responsible for the strategy and for driving functional excellence in Trade Marketing and Category Management across all HBI business units in collaboration with marketing and sales. To develop regional or country go to market strategy and manage a team (where applicable) to deliver- optimize and drive execution of brand, channel and regional or country strategies, delivering on regional or country profit targets and supporting the regional sales force. Champion brand and channel execution standards in the region or country, ensuring brand building.

 

Key Responsibilities include, but not limited to:

Develop the Channel Go to Market trade strategy to deliver on country aspirations:

Drive the annual channel and prize/pack architecture, tiering and clustering updates in line with national framework. Evaluate channel coverage and route market for channel and brief centre of excellence for resource scenario planning Develop the picture of success and account prioritization per outlet type, to determine the account investment strategy and inform the rep incentive model Develop the annual the commercial channel strategy and guardrails to deliver on country aspirations including tailored service packages for key outlet types Develop the in-trade execution guidelines for the channel including merchandising and category management principles Build shopper and channel insight for continuous business improvement and a competitive advantage All brand positioning and execution elements are developed to align to the brand strategy

 

Drive and manage the sales team and merchandising teams to deliver on targets and plans:

Embed and govern execution standards to sales teams and champion channel capability in relevant channel Lead, support and equip the sale teams to deliver OTIF (On Time In Full) on plans Manage the budget in line with Channel objectives Create and execute the brand plans and deliver on brand campaigns according to best practices

 

Develops internal & external relationships and networks:

Influence and ensure buy in of the channel vision and strategy with key internal stakeholders Build networks and form strong relationships with external agency networks and important accounts

 

Continuously review channel insights and trade innovations:

Review and benchmark: trade spend, planning and execution processes, innovative asset, merchandising and campaign delivery solutions to improve business performance and develop a competitive advantage

 

Provide leadership and champion relevant channel capabilities and thinking within the region:

Champion the championing channels capability and provide mentoring and coaching sales teams Drive your own development to ensure specialist knowledge/skills to remain world class Champion integrated activity planning to improve alignment across sales and trade execution

 

Overall responsible for embedding Winning with Distributors Pillars (Category, BWP, BWC) across our business areas and converting consumer and market intelligence into insight based ‘Bold Moves’ for long term growth.

 

Experience:

A relevant and recognized commercial tertiary qualification (e.g. Bachelor’s degree or Diploma) would be preferable 3 - 5 years proven sales and/or trade marketing experience preferably within FMCG environment Knowledge of local trade and channel environment. Trade marketing on in-store execution, Below-the-Line (BTL) marketing, merchandising, planograms, cold space strategies, would be preferable Business acumen and commercial understanding Competence in the use of relevant technology platforms

At Heineken Beverages Zambia, we brew great beers and we build great brands. We are committed to surprising and exciting our consumers and employees everywhere. We have a proud history and heritage in brewing and in our communities. With operations in over 70 markets globally, we are the world's most international brewer.
https://www.theheinekencompany.com/careers