Customer Development Manager

JOB SUMMARY

The Customer Development Manager is the executor, advisor, and collaborative partner to the customers and will work these dimensions to assure that the results will come in the pace that the manager’s direction in the short term and building a strong pillar to guarantee the maintenance of these results in the medium and long term.

The Customer Development Manager must lead by example being a reference of discipline, organization and knowledgeable in the office and in the market. The Executive must assure that all sales processes are implemented and are running smoothly as a consequence the market execution is following the companies’ directions (picture of success) and the volume, and margins results are coming as expected in the targets.

KEY DUTIES/RESPONSIBILITIES:

Performance Management

• To achieve Monthly Volume and Revenue Target
• Keep abreast of competition and market development. Identify and track new customer and competitive account opportunities with the view of securing these accounts.
• Prepare and conduct formal presentation to customer on business partnership proposal and negotiate for favorable terms/profitability.
• Prepare and submit timely on new and existing customers’ tenders/contract renewals.
• Effective management and deployment of the DME allocated in order to increase awareness, sales volume and revenue.

Execution Excellence

• Focus on core brand sales through appropriate customers. To sell in more profitable and New SKUs.
• Execute the Picture of Success across the Modern Trade Channel proactively sharing best practice with the key customers on a regular basis.
• Collaborate with other business functions to connect with the customers’ needs, goals, opportunities, issues, or challenges and ensure robust Joint Business Plans to drive growth are developed and executed collaboratively.
• Execute and review the existing contracts for key customers. Build a routine to visit key customers on a regular basis to build rapport and defend against competitors.
• Convey information and ideas in a clear, meaningful, and timely manner; providing information to ensure understanding; solicits input from the audience during the communication.
• Execute the big ideas, opportunity identification, best practices and expertise to ensure our company delivers demonstrable value to the customer that contributes to advance the relationship with our company.

Perform Sales Analysis and ensuring execution to be carried out.

• Assist the manager in monitoring the sales volume of accounts with equipment and remove underperforming equipment if their sales volume falls below company’s desired target.
• Support the manager on the execution compliance tracking of accounts that have trading terms commitment on execution.
• Support the Analysis work of the manager on the MTD performance of account in revenue and volume, identify the opportunities and develop an action plan to achieve the target.

Manage On-Trade asset control – optimize sales throughput of equipment.

• Control on non-performance machines.
• Identify and execute an action to maximize the performance of machines else suppress the machine should it not be profitable.
• Plan for machine full utilization.
• Ensure correct equipment type recommendation.
• Avoid over placement of equipment at one location.
• Plan for placement on Machine availabilities.
• Return of Investment.
• Fully capitalize on equipment to generate good volume and margin.

Project Handling

• Support the manager in a detailed process of environmental scanning and competitive analysis.
• Assist the manager in conducting a diligent analysis and feasibility study to develop actionable insights on vertical and horizontal growth.
• Assist the manager to execute the project in the new business environments that drive sustainability.