The Customer Development Executive works directly with the Distributor and Distributor sales team to deliver agreed business objectives within their assigned territory. As a key contributor to the commercial strategic plan, this role requires an effective and flexible field sales presence to drive both volume and brand-building activities.
Key Responsibilities
Business Objectives & KPIs: Achieve agreed business objectives and KPIs for the territory (Sell-out, Focus Brands, NPD listing, POP deployment, promotions, etc.).
Outlet Strategy: Implement outlet coverage strategy in the assigned territory; enlist and maintain an updated database of relevant outlets.
Sales Drivers: Achieve sales driver objectives (Quality, Distribution, Visibility, Price/promotion) for the territory.
Secondary Sales Force Management: Manage and review the activities of the Secondary Sales Force in the assigned territory.
Joint Business Planning: Work with the Area Sales Manager to develop Joint Business Plans for customers in the assigned territory.
Execution Monitoring: Monitor and manage execution of all promotional, launch, and agency activities in the assigned territory.
Market Intelligence: Lead market intelligence gathering and competitor activity monitoring, reporting in a timely manner.
Relationships & Key Interactions
Internal: Area Sales Manager / Regional Sales Manager, Marketing, Sales, Channel, Supply Chain, Finance, and HR teams.
External: Customers and Agencies.
Qualifications & Requirements
Minimum Diploma in any discipline.
Computer literacy.
Minimum of 1 year experience in marketing or sales, with a proven track record of delivering on KPIs.
Direct experience in selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation, and Managing Relationships including structured calls, persuasive selling, and brand passion.
Experienced driver with a valid driving license.
Knowledge of Field Sales Management and Market Intelligence.
Strong leadership competencies and solid understanding of business objectives and priorities.
Behavioral Competencies
Act Authentically: Be open, welcoming, and genuine.
Build Capability: Push for opportunities to learn and grow towards achieving organizational objectives.
Challenge Convention: Be courageous to challenge in the right way for the right reasons.
Deliver Fast and Smart: Plan and organize activities to achieve defined goals.
Establish Connections: Connect internally and externally to better serve customers and stakeholders.
