Never pay for any CBT, test or assessment as part of any recruitment process. When in doubt, contact us
Every day, millions of consumers around the world trust our products to care for themselves and the ones they love. Colgate-Palmolive is a global company serving people in over 200 countries and territories with consumer products that make their lives healthier and more enjoyable. Colgate manufactures and markets oral care, personal care, home care and pe...
Read more about this company
Location: Nairobi, Nairobi Municipality, Kenya
No Relocation Assistance Offered
# 72749
Job Purpose
Ensure flawless in-store execution and maintenance of all visibilities to influence shoppers and provide support to meet CP distribution objectives by enhancing off-takes
Job Context & Challenges
Ensure effective execution and maintenance of all visibility elements in the store through a team of third party employees (merchandisers/ DSR’s) across the region.
Functional linkages
Internal: CDTL, CDM, CDE DT, Demand Planning Manager, Shopper Development Manager and CDT Finance Manager.
External: Distributors, Distributor Sales men, foot soldiers and trade (As per Permanent Journey Plan)
Key Accountabilities
Accountability
Related Activities
In store management
- Ensure compliance to 5Ps (Product Assortment/ Placement/ POP/ Pricing/ Promotion)
- Ensure that all visibilities are planned (right store, right location and agreement on prescribed terms) are booked
- Ensure efficient implementation of various visibilities inside stores through compliance to T&C
- Prevent dislocation and damage of the POPs and ensure that they are well maintained
- Ensure POPs are implemented by RE
- Observe & share feedback for all in-store executions
- POP placement
- Planogram, etc.
- Take initiatives to drive conversions in the wholesale channel for better ICRE conversions
Distribution management
- Ensure proper distribution and execution of POPs following guidelines.
- Ensure tracking of right assortment and stock weight by RE
Market Update
- Secure and draw insights from any competitive information available in public domain regarding:
- New products
- Activities
- Promotion
- Any other developments
Data based working and communication
- Utilize data (where data available eg. Kenya & in markets where Shoprite stores are available) to drive overall business performance
- Setting objectives for market visits
- Reviewing merchandizer performance
Developing and training
- Ensures that all Merchandisers are trained well to perform their job
- POP execution
- Planogram management
- Follow FIFO
Meetings
- Conduct monthly DSR and Merchandiser meetings to address store wise issues and review performance against set parameters
Reporting
- Compile reports and information as per requirements communicated by CDM
Relationship Building
- Maintain trust and understanding in working with trade in general and specifically buyers, floor managers and store managers Share success stories
- Communicate promotions to build off-takes
- Mutually work towards category growth
- Resolve issues, etc.
Generic Competencies
Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently; Attention to detail
Desirable: Teamwork, relationship building and leading change
Functional Competencies
Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration
Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency
Are you interested in working for Colgate-Palmolive? You can apply to work with us using this online application. Attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process.
Become part of our team. We look forward to your application.
Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.
go to method of application »
No Relocation Assistance Offered
# 72718
Job Purpose
Ensure width and depth of distribution of CP products in the given country/region and implementation of CD strategies so as to achieve the sales and distribution objectives for the country/region
Job Context & Challenges
Ensure effective execution of the CD strategies and roll out of schemes by closely working with the distributors , DSRs (Distributor Sales Representatives ), Merchandisers, foot soldiers & agnecies across the country/region.
Functional linkages
Internal: CDTL, CDM, Demand Planning Manager,
Retail Environment Manager ,CDT Finance Manager and Customer Service & Logitsics Manager
External: Distributors, Distributor Sales Reps, Merchandiers, foot soldiers and customers serviced by distributor(s) (As per Permanent Journey Plan/ monthly work plan)
Key Accountabilities
Accountability
Related Activities
Distributor and Territory Management
- Distributor engagement for mutual profitable growth
- Execution of 5Ps (Product Assortment/ Placement(planogram) / POP/ Pricing/ Promotion) as per the strategy in the assigned country/region
- Execution of signed Terms and conditions with full compliance (both annual agreements and periodic in-store activities in customers serviced by distributor)
- Ensure all GTN related claims are managed to standard
- Ensure Distributors adhere to CP standard / Agreed payment terms
- Planning and execution of Joint Business Plans (JBP) with supermarkets customers serviced by distributors to achieve JBP goals
- Build Distribitor Sales Reps (DSRs) capabilities with on the job coaching via regular field accompaniments
- Coverage expansion and effectiveness
- Ensure coverage of stores as per guidelines with periodic update of route list wit correct Retail Environmnet classification of stores
- Identify new markets/customers and bring them under direct coverage on a regular basis
- Ensure addition of speciality wholesalers
- Ensure that DSR efforts are directed towards driving distribution of mandated SKU availability per RE strategy and identification of new potential stores
- Ensure optimum usage of new product launches to drive sales
- Ensure sales call efficiency , with compliance to 5Ps, handling objections, etc.
-
In-store management
- Execution of 5Ps strategy by Retail environment/channel
Market Updates
- Secure and draw insights from any competitive information available in public domain regarding:
- New products
- Activities
- Schemes
- Any other developments
Communication
- Utilize effective communication to drive overall business performance
- Setting objectives for market visits
- Reviewing salesmen and Foot soldiers performance against plan
- Reviewing Distributor performance against plan
Developing and training
- Train and develop salesmen through required mode of training ( e.g. route plans adherence, new products, mandated assortment per RE, focus on coverage expansion i.e. PASSION understanding)
- Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission
- Acknowledge any issues faced by salesmen in the field and provide support to resolve it
Meetings
- Conduct effective monthly and weekly DSRs meetings
- Updates on route wise overall IMS (In Market sales/ sellout from distributor(s)
- Core SKU’s IMS per RE
- Route wise effectiveness and productivity
- Best practises sharing and mock calls
Reporting
- Compile reports and information as per requirements communicated by CDM
Relationship Building
- Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers to drive business
- Share success stories
- Communicate customer plans per RE to drive IMS
- Mutually work towards category growth
- Resolve issues, etc.
The Customer Development Executive (CDE) plays an important role in the Region in ensuring profitable growth by:
Category Management:
Understands the strategic importance of category management and drives use of it in key customers; has expertise in interpreting and applying the category management 8 step processes.
Strategic and Creative Thinking:
Takes initiative to understand emerging consumer and marketplace trends and thinks through implications for the categories, channels and the customers; thinks in terms of regional concerns and global needs.
Consumer/Shopper Understanding:
Has a broad based of knowledge about the consumer (attitudes, habits, shopping behavior) for each channel; works with consumer insight professionals to define business goals and specific research objectives prior to developing trade research programs.
Trade Understanding and relationships:
Adapts to rapid changes by customizing the way Colgate does business with customers in the different channels; works to understand the objectives and priorities of key customers; understands the key factors driving change in the trade environment and the implications for both Colgate and its customers.
Cross Organizational Relationships:
Encourages collaborative planning and problem resolution across channels and categories; prioritizes what’s important across functions, channels, categories, and geographies; encourages others and personally develops good working relationships with professionals in other departments, regionally, globally, and in other countries.
Promotional Excellence:
Helps local teams drive the use of innovative and customized trade promotions focused on the customer’s consumer and channel and conducts post analyses to learn from results; selects creative ways to leverage and invest trade money to drive customer’s performance and profitability.
Business and Global Perspective:
Stays abreast of external business developments and understands their potential impact on Colgate’s performance; brings cross disciplinary knowledge to bear on issues and opportunities; focuses on profitability and considers cost options when making decisions; actively integrates external and internal best practices and trends.
Communications:
Keeps people well informed of plans, goals and objectives; provides clear understanding of job priorities and performance expectations; clearly and simply expresses ideas and concepts
Feeder Positions:
Customer Development Manager (CDT), Retail Environment manager, Key Account Manager, Marketing coordinator.
Career Development Options:
Customer Marketing Manager, Customer Development Manager (Regional), Customer development Team Leader, Category Manager
Experience
A minimum of a Bachelor’s degree is required. Undergraduate coursework in Business and/or a Masters in Business Administration is desirable.
Experience: 3 to 4 years in FMCG in a similar role in a large local company or MNC with proven track record
Required: Fluent English and local language
Desired
- Previous experience working in a matrix environment
- Understanding of trade/value chain margins and distributor profitability
- Understanding of distributor P&L (for CP)
Generic Competencies
Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently;
Attention to detail
Desirable: Teamwork, relationship building and leading change
Functional Competencies
Essential: Understanding our environment, Understanding of role and importance of wholesalers customer influencing and negotiation, customer or service providers collaboration and distributor & DSRs KPIs and distributor profitability
Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial / P&L proficiency
Are you interested in working for Colgate-Palmolive? You can apply to work with us using this online application. Attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process.
Become part of our team. We look forward to your application.
Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.
Gmail
Yahoomail