Customer Development Manager at Colgate-Palmolive

Scope of Responsibility:

To manage execution of sales, distribution and promotions in a designated Country/Region with a view to achieving strategic objectives for the Country/Region. The Customer Development Manager (CDM) is the key point of contact between the Operations, customers and the Customer Development Team Leader (CDTL).

The CDM will develop business and profitable growth by:

• Customer/Service Provider Engagement

• Understand the trade environment

• Ensure in-store execution

• Develop strong Commercial Plan

Distribution Management

• Provide recommendations to Distributor for improving ROI, infrastructure (resources )and coverage
• Ensure availability of optimum stocks at distributors point through forward demand planning and order processes

Trade management

• Identification of new markets/accounts and bringing them under direct coverage on a regular basis

• Addition of speciality wholesalers

• Classification of stores in route list according to the correct Retail Environment

• Reduction in number of non-purchasers

• Optimum usage of activations to drive sales

Ensure that the team on the ground has the tools, skills and expertise to deliver results: design routes, call value system, and effective call coverage for all sales representatives to drive coverage expansion

Customer Engagement

• Engage our customers to build our brands and presence through strong alignment, selling and negotiations.

• The CDM will work on the Go to Market to ensure the right distribution of the right product at the right place

• Drive the coverage expansion process to ensure numeric distribution

• The CDM will report on monthly in-market sales data (sales to the trade), distributor inventory and sales from CP to customers and will be accountable for the results.

• Translate customer development strategies into specific operational sales objectives (e.g. pricing, distribution, and share of shelf, volume, profitability, and market share) and other key performance indicators (KPI’s). These include gross to net, margin, demand planning, account inventory levels, days of sales outstanding, out of stocks, and promotional performance.
• Ensure efficient implementation of various visibilities inside stores through compliance to T&C
• Influence the customer(s) to grow sales, distribution, and improve service
• Monitor distributor’s monthly scorecard
• Coordinate with local in-store team to ensure development of effective POP solutions
• Maximise new product launches /promos (on time sell-ins , effective in-store execution and clear communication on shelves)

Relationship Building

• Ensure that all Customer Development Executives are trained (e.g. classroom, field coaching and feedback/on the job training) well to perform their job

• Ensuring sales call efficiency

• Trade management

• Distributor management

• DT management

• In-store management

Essential Job Requirements

Education:

• Bachelor Degree (Marketing, Commerce, Supply Chain)
• At least 3-5 years of tracked record of performance as measured by sales and share of market growth in the Fast Moving Consumers Goods, a good knowledge of both Direct trade (Supermarkets) and Indirect trade (open markets, wholesalers, groceries, etc) is necessary.
• Excellent computer skills (Excel, Word, Powerpoint)

Should you not be contacted within 21 working days after your application, please consider your application unsuccessful.