Customer Development Executive (Mbeya)
Qualification
- Undergraduate coursework in Business and/or a Masters in Business Administration is desirable.
- A candidates from Mbeya region or who are willing to relocate
- A minimum of a Bachelor's degree is required.
- 4 years in FMCG environment in a similar role
- Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently;
- Attention to detail
- Desirable: Teamwork, relationship building and leading change.
- Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration
- Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency
- Previous experience working in a matrix environment International business experience
- Understanding of trade margins
Responsibilities
Distributor 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 correct
- Ensure that DSR efforts are directed towards driving distribution,
- coverage expansion, product availability, mandated SKU availability per RE.
- Ensure optimum usage of new product launches to drive sales
Ensure sales call efficiency
- Selling stories range selling, handling objections, etc.
In-store management
- Prioritize accounts for maximum impact through visibility (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
Communication
- Utilize effective communication to drive overall business performance
- Setting objectives for market visits
- Reviewing salesmen and Foot soldiers performance against plan
- Reviewing Distributor performance against plan
Developing and training
- Train and develop salesmen through required mode of training ( e.g. route plans adherence, new products, mandated assortment per RE, focus on coverage expansion
- Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission
- 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 IMS
- Core SKU’s IMS per RE
- Route wise effectiveness and productivity
- Best practises sharing and mock calls
Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers to drive business
- Share success stories
- Communicate customer plans per RE to drive IMS
- Mutually work towards category growth
- Resolve issues, etc.