Customer Development Executive

Colgate-palmolive; Honolulu (HI); On-site; USD 60,000 - 85,000; Full time

Job summary

Colgate-Palmolive in Honolulu seeks a Field Sales Executive to drive distribution, manage key accounts, and roll out CD strategies with stockists, SSMs and PSRs across the zone. You will identify new markets, optimise route coverage, and ensure visibility and activation programs deliver growth.

You will train and mentor sales teams, review performance against plans, and collaborate with stockists to resolve issues, secure stock, and build partnerships that expand Colgate's footprint in Hawaii.

Qualifications

• 1+ year of work experience in FMCG companies.
• Experience in similar market environment.

Responsibilities

• Trade management and market expansion by adding new accounts.
• Identify new markets/accounts and bring them under direct coverage.
• Ensure all route stores are classified correctly and that top outlets receive coverage.
• Advise SSM efforts to reduce non-purchasers and improve activation usage.
• Drive sales through selling stories, objection handling, and range selling.
• Prioritize accounts for maximum impact with visibility and top outlets coverage.
• Secure and draw insights from public competitive information on products, schemes and activities.
• Use data to drive performance and set objectives for market visits and review stockist performance against plan.
• Train and develop salesmen on new products and CP benefits; mentor for field efficiency.

Skills

FMCG experience

Education

Graduate with 1 year experience

Job description

Job Context & Challenges

Ensure effective execution of the CD strategies and roll out of schemes by closely working with the stockists, SSMs and PSRs across the zone.

Key Accountabilities – Distribution Management

• Trade management
• Identify new markets/accounts and bring them under direct coverage on a regular basis
• Ensure addition of speciality wholesalers
• Ensure stores in route list are classified according to the accurate RE
• Ensure that SSM efforts are advised to reduce number of non-purchasers
• Ensure optimum usage of activations to drive sales
• Ensure sales call efficiency
• Selling stories range selling, handling objections, etc.

Key Accountabilities – In-store management

• Prioritise accounts for maximum impact through visibilities (ensure coverage of top 2 outlets in every route)

Market Updates

• Secure and draw insights from any competitive information available in public domain regarding:
• New products
• Activities
• Schemes
• Any other developments

Data based working and communication

• Utilise data to drive overall business performance
• Setting objectives for market visits
• Reviewing sales associates and PSR performance against plan
• Reviewing stockist performance against plan

Developing and training

• Train and develop salesmen through required mode of training (e.g. new products, toothbrush assortment, focus on medical stores i.e. PASSION understanding)
• Mentor and empower salesmen to perform well by ensuring that CP benefits are availed by SSMs
• Acknowledge any issues faced by salesmen in the field and provide support to resolve it

Meetings

• Conduct effective monthly and weekly salesmen meetings
• Updates on route wise overall STT
• Toothbrush STT
• Route wise ERC and efficiency
• Brand wise ERC
• Visibility booking
• HN1 tracking
• Best practises sharing and mock calls

Reporting

• Compile reports and information as per requirements communicated by AM

Relationship Building

• Maintain trust and understanding in working with stockist and trade in general, especially partner with key wholesalers to drive business
• Share success stories and Communicate program to build off-takes
• Mutually work towards category growth
• Resolve issues, etc.

Experience

• 1 Year plus of work experience in FMCG Companies. Have worked in similar market environment.

Professional Qualifications & Training

• Graduate with 1 plus years of experience.

Equal Opportunity Employer

Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law. Reasonable accommodation during the application process is available for persons with disabilities. Please contact [e-mail] with the subject "Accommodation Request" should you require accommodation.