Customer Development Manager
23d ago

Result Management

  • Achieves category In Market Sales and Distribution objectives in the assigned territory.
  • Delivers horizontal and vertical distribution growth aligned with agreed KPIs.
  • Formulates and executes a monthly sales and distribution game plan, addressing situational market conditions through sound strategic & tactical programs that have a clear-
  • cut volume and distribution build / gain aligned with the targets.

  • Makes sure that the distributors implement the sales and distribution plan, as agreed with the CCSD and NSM, within the assigned territory.
  • Trade Marketing Management

    Executes planned trade promotions, as communicated by the CCSD, in line with respective cycle focus and business objectives.

    Point-of-Purchase Management

    Directly handles Key Account Management function for the Critical Few Key Accounts, and visit those Key Accounts periodically (as agreed with the CSDM)

    Attend all Quarterly BR with the "Critical Few" Key Accounts (Pareto Principle 80 : 20).

    Strategic Alliance - Trade Partnership beyond marketing collaboration.

    Coordinates and assists the distributor's sales booking operations aligned with the principles and concepts of Key Account Management, Value Marketing and Retail Performance Standards (RPS).

    Executes trade programs and implements trade marketing initiatives that strengthen in-store presence of HCN brands.

    Reports Competition’s Promotional Activities at the POP on a monthly basis.

    Resource Management

    Optimization of Nestlé and Third Party Service Provider (Distributor & Agency) resources in delivering the basic and fundamental distribution services as required by the Pharmaceutical channel.

    Achieves business goals within allocated budget (TTS, MOGE, GPR )

  • Information Management Maintains a database of all relevant internal and external sales & distribution information. Keeps all involved Nestlé & Distributor entities informed of sales, distribution, trade development and competitor activities.
  • Administrative Responsibility Fully accomplish and timely submission of all standard and special reports. Documents all major business transactions, negotiations, agreements and decisions that has transpired in the assigned territory;
  • and ensures that a database is maintained. Maintains an updated Area Fact Book that captures the profile and historical facts of top 20% of accounts in the assigned territory.

    Skills Required :

  • Numbers proficient (excel)
  • Analytical (graphs & templates)
  • Strategic : conceptual with ideas (non-traditional)
  • Operations driven : Good in implementing activities
  • Familiarity with different forms of data / information Retail audit Customer offtake Customer days cover Shopper, customer, and category trends
  • Best-in-class oral and written communication skills
  • Strong Public relations skillset. Adaptable personality.
  • Full-time

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