Career Opportunities at Colgate-Palmolive

Scope of Responsibility:

The Customer Development Team Leader (CDTL) is responsible for sales, profitability and 5P's in-store execution for their business. The CDTL must develop and support the partnership between Colgate Palmolive (CP)/Direct Retailers and/or Service Providers (Direct Wholesalers, Indirect Wholesalers, Distributors and Merchandisers), helping to align our category and brand strategies and their shopper strategies at the POS (Direct and Indirect retailers) to increase demand and their support for our profitable growth through the right planning process.

The CDTL will develop business and profitable growth by:

• Customer/Service Provider Engagement

• Understand the trade environment

• Ensure in-store execution

• Develop strong Commercial Plan

Team Leadership

• Managing and setting the team’s objectives (within the local Go-to-Market, Sales Strategy and Global Customer Strategy framework) and ensuring that the team delivers the overall team mission and goals, while building CP’s & the Customer’s mutual business, and working together to satisfy target consumer/shopper needs

• Defining the specific roles of individuals within the team, promoting teamwork and ensure the team is motivated to deliver results

• Establishing specific KPIs and ensuring tracking methods and communication are in place, and setting specific action plans for each team member to support their achievement of the team KPIs

• Managing a monthly meeting in which the team’s mission and objectives are reviewed to ensure progress & alignment towards overall company goals, and where specific issues and KPI performance are discussed and action plans refined

• Providing coaching and feedback and ensuring adequate training to team members; evaluating performance and developing IDPs, advising on career paths and providing opportunities for development, acting as a role model and reinforcing desired behaviors

• Communicating the team perspective to subsidiary commercial and business planning processes

Customer(s) Expertise & Relationships

• Developing a thorough understanding of the values, strategies and policies of the customer and anticipating future direction and needs in order to set long term objectives for the team

• Fostering the development of retail environment and shopper expertise in order to identify opportunities and present compelling arguments in support of CP products & plans

• Developing a network of contacts throughout the customer organization in order to influence all decision points within the customer(s), improving understanding, increasing data access and ensuring frequent face-to-face contact: Buying, Merchandising, Marketing, Finance, Inventory Control, Distribution and Transportation, IT and Store Operations

• Identifying the short-term business needs and objectives of key contacts and helping develop and sell proactive business solutions across the full demand/supply chain

• Facilitating frequent Top to Top contact between Customer(s) and CP senior management to ensure strategic alignment

Business Development & Monitoring

• Preparing and conducting any annual negotiations. Supervising other types of negotiation (new products, shelf management etc) to ensure timely resolution

• Defining and executes customer investment strategy, striving for “pay for performance” and improved ROI.

• Implements and controls the Terms & Conditions framework for the customer(s).

• Ensuring team works with Customer Marketing and Consumer marketing to translate category plans by retail environment into customer business plans that deliver team objectives, focusing investment behind demand-generating activities

• Influencing the customers to grow sales, take fact-based decisions, and improve service by utilizing new techniques, tools, and information systems (e.g., category management, scanning, etc.)

• Consistently applying Category Management learning and techniques to day-to-day business, exploitation of new opportunities, and using Category Management as the context for all “selling stories”

• Ensuring team maintains accurate projections vs. plan of sales and spending associated with activities and manages total P&L performance in order to achieve targets

• Ensuring post-evaluation (through Direct Reports) of all promotions (results vs. objective, implementation accuracy etc), supporting with qualitative commentary, communicating results to the commercial team, and using the results of promotion evaluations to refine customer tactics

• Identifying opportunities to improve supply chain efficiency, gaining resource approval and agreeing specific plans with the Customer

In Store Execution

• Ensuring “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

• Monitoring 5P execution performance (availability, pricing, share of shelf etc) and ensuring issues are quickly resolved by the team

Essential Job Requirements

Education:

• Bachelor Degree (Marketing, Commerce, Supply Chain)
• At least 8 - 10 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.
• Must have atleast 5 years management experience
• Excellent computer skills (Excel, Word, Powerpoint)

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

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Scope of Responsibility

The Retail Environment Manager is responsible for aligning Colgate Palmolive (CP) in-store tactics with those of the Customer(s) to ensure CP products are in store, off the shelf, and into the home of the shoppers. The Retail Environment Manager (REM) must develop and support the partnership between CP and the customer(s) by helping to align the category/brand strategies and the shopper strategies.

Specifically, the incumbent is responsible for establishing Customer Marketing within the Customer Development Team (CDT) structure. To facilitate consistency of process and execution, the REM will need to regularly implement procedures and processes as determined by Customer Marketing.

5P Deployment

• Leveraging retail environment/customer-specific shopper insight learning to build team expertise, support selling stories, and exploit customer(s) opportunities

• Appropriately tailoring the 5Ps by Retail Environment (developed by Customer Marketing) to the customer(s) formats, based on CM 5P principles and considering customer strategies and policies & customer-specific shopper insights

• Developing Category Management partnerships and attaining Category Advisor Status with strategic customers (with guidance/support of the Customer Marketing Manager) to influence customer strategy and 5P definition and deployment

• Ensuring pre- and post-evaluation of all major activities along with Finance (results vs. objective, implementation accuracy, P&L impact etc), supporting with qualitative commentary, communicating results to the commercial team, and using the results of evaluations to refine customer tactics. 

• Ensuring Sales and Store Management are supplied with relevant, value-added and easy to use channel and category expertise, guidelines and materials for management and execution of 5P strategies/tactics in-store in that retail environment

• Ensuring that distribution objectives for CP products are met in all retail environments in utilizing relevant third party services

Commercial Business Planning

• Providing input on retailer perspective (category roles applied, category strategies in use, scorecard measures etc)

• Assessing customer performance (shipment and consumption data) for CP and total category vs. benchmarks, by Retail Environment, to identify opportunities to grow total category and CP sales/profits

• Developing commercial category plans by Retail Environment which grow total category and CP sales
• Communicating 5P targets to Operations and monitoring implementation
• Working with Customer Management to ensure mechanisms are in place to monitor 5P performance at store level (assortment-OOS, pricing, shelf space & location, promotion efficiency & implementation, POP)

Business Development

• Gaining access to scanner data for top customers in order to drive fact-based decision-making, improve promotional ROI and overall business performance for CP and the customer

• Consistently applying Category Management learning and techniques to day-to-day business, and exploitation of new opportunities.

• Tailoring new product sell-in presentations to the strategies and performance of the customer(s) 

• Coordinating special events (sell-in, internal CP communication, materials management etc.) in cooperation with Operations

Shopper and Retail Environment Expertise

• Understanding the objectives and strategies of the key customers within the CDT overall and for each category
• Ensuring all learning is leveraged fully in development of brand, channel and customer strategy and optimization of the 5Ps for their customers.
• Supporting deployment of a Terms and Conditions framework which is based on simple, transparent and pay for performance principles, and ensuring fair and equitable resource allocation customers ongoing

Essential Job Requirements

Education:

• Bachelor Degree (Marketing, Commerce)
• At least 4 - 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.
• Must have extensive experience in Indirect/Traditional Trade
• Excellent computer skills (Excel, Word, Powerpoint)

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

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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.