The Customer Development Manager role at Colgate-Palmolive is crucial for managing key customer relationships and driving sales growth consistent with organizational strategies in the Fast Moving Consumer Goods (FMCG) sector. This role requires a strong focus on strategic implementation, operational excellence, and team leadership.
Job Responsibilities
Sales Planning
- Implement strategies that are consistent with the broader organizational vision. Ensure that strategies account for internal factors (brands, categories, geographies) and external factors (suppliers/vendors, distributor capacities, customers, competition, economic environment) that will impact implementation.
- Translate sales strategies into specific operational sales objectives (e.g., pricing, distribution, 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 (Product, Price, Placement, Promotion, POP materials) 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.
- Conduct detailed analyses of trends (brand share, pricing, category sales, competitive products, and promotional activity) and gain customer and CP agreement for a business plan that balances the needs and objectives of the account and Colgate.
- Work 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
- Build and manage top-to-top relationships between Colgate and key players in the account(s) and channel.
- Work with customer marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost-effectively.
- Monitor sales performance, gross to net, working capital, and other performance indicators, and take action to improve performance.
- Influence 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.).
- Conduct 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
- Lead 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.
- Ensure that the team has the tools, skills, and expertise to deliver results.
- Drive alignment of goals and objectives between functions and team members and ensuring that resources are allocated and aligned with the business plan.
- Provide 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.
