Customer Development Manager

Location: Riyadh

Travel: 50% time

Scope of Responsibility:

The CDM is responsible for:

• Achieving Sales, Margin & Volume targets on his Accounts and ensure 5P Execution in Store

• Developing the partnership between CP and a group of accounts at the store and regional level by building relationships and negotiating with Store Operations/in-store personnel.

• Providing Feedbacks on Competition Intelligence, In Store environment to ensure right tactics are employed and report to CDTL.

• Ensuring tailored plans / Promotions are developed with RM & Executed in Accounts.

Business Development & Customer Relationship

• Cascade Channel Strategy developed by CDTL in the selected Accounts on both qualitative (5P’s) & Quantitative (Sales per Account, per Store, per Category and per SKU)

• Building and managing relationships with key players (Junior Buyers & Store Manager) at the regional and/or store level.

• Conducting negotiations as necessary (planograms, displays, promotion execution etc) at regional office and/or store level.

• Coordinating special events (store-level sell-in and communication, materials management in-store etc.) in co-operation with the RM Team and CDTL.

• Maximizing P&L Account, by analyzing, identifying opportunities & action plan.

• Prepare Business Reviews (twice a year), with CDTL & GM to meet customers and share mutual growth opportunities.

In - Store Management: (On his group of Accounts)

• Regularly visiting stores in order to identify areas of improvement

• Coaching & giving direction to in-store staff (merchandisers) and ensuring that they are trained and updated on new products, promotions and merchandising objectives. Identifying training needs and developing training plans with the CDTL.

• Working with the CDTL and RM to develop tools, merchandising materials and in-store programs for effective shelf management to induce shoppers to purchase Colgate products at shelf.

• Supervising & Analyzing the consistent and accurate collection of data to allow monitoring of 5P performance vs target

• Clearly communicating in-store objectives and monitoring execution of 5P targets, product availability, assortment by store format, shelf pricing (regular and promoted) promotion implementation vs plan, share of shelf and planograms, POP placement vs plan.

• Resolving operational issues at regional offices or in-store

The Individual

Education:

• A minimum of a Bachelor's or similar degree is required.

Experience:

Required:

• At least 5 years of experience in HSM/Pharma-DS environment in Saudi Market
• Experience in developing Business of Selected Customers
• Good English & Arabic

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