Customer Development Manager at Colgate-Palmolive

The Customer Development Manager is responsible for delivering net sales, volume, NPAT, and market share targets for a particular retail environment across in one or multiple geographies.  The Customer Development Manager plays an integral role in using a team approach across all functional areas (customer marketing, operations, finance, and logistics) to develop business and profitable growth.

Job Responsibilities:

Sales Planning

• Implement strategies that are consistent with the broader
• organizational vision. Ensure that the strategies take into account a broad range of internal factors such as which brands, which categories, and what geographies. Also recognize differing external factors such as suppliers/vendors, distributor capacities, customers; competition, economic environment, etc. will impact implementation
• Translating sales 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, forecast accuracy, account inventory levels, days sales outstanding, out of stocks, and promotional performance.
•  Ensure “winning at the shelf” is a top priority for the team, and that 5P tactics and demand marketing initiatives are executed with excellence at the point of sale
•  Ensure that overall strategies are translated into specific short term and long term operational objectives (e.g., targets for distribution, volume, profitability, and market share) and priorities.
•  Conducting detailed analyses of trends (brand share, pricing, category sales, competitive products, and promotional activity) and gaining customer and CP agreement for a business plan that balances the needs and objectives of the account and Colgate.
•  Working with customer marketing and the customer to make decisions related to product, pricing, placement, promotion and POP materials based on promotion evaluation and the shopping habits and behavior of the consumer in the assigned account.

Sales Management

• Building and managing top to top relationships between Colgate and key players in the account(s) and channel.
• Working with customer marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost effectively.
• Monitoring sales performance, gross to net, working capital and other performance indicators and taking action to improve performance.
• Influencing the customer(s) to grow sales, improve service and identify supply chain efficiencies by utilizing new techniques, tools, and information systems (e.g., category management, EDI etc.)
• Conducting central and regional negotiations, business reviews and follow-up with regional and/or divisional representatives. 
• Use the latest information systems and business analytical tools to support decision-making.

Team Leadership

• Leading the development of people and the organization through effective implementation of the performance management system, including individual objective setting, coaching and feedback, performance appraisal, as well as Individual Development Planning (IDP’s), training & development activities, and recruiting and succession planning
• Ensuring that the team has the tools, skills and expertise to deliver results.
• Driving alignment of goals and objectives between functions and team members and ensuring that resources are allocated and aligned with the business plan. 
• Proving regular communication and analysis of results to senior management and team.

Required Qualifications:

•  A minimum of a Bachelor's degree is required. 
•  Undergraduate coursework in Business and/or a Masters in Business Administration is desirable
• 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 in the DRC, a good knowledge of both Direct trade (Supermarkets) and Indirect trade (open markets, wholesalers, groceries, etc) is necessary.
• Fluent English and local language
• Previous experience working in a matrix environment
• International business experience
• Understanding of trade margins