Unilever Customer Development Manager, Modern Trade in Kuala Lumpur, Malaysia
Customer Development Manager, Modern Trade
MAIN JOB PURPOSE
Develop and execute with our customers a customer strategy and customer business plan and responsible for the achievement of Sales (NIV and Turnover), Market Share and the Profit and Lost (P&L) of his/her customers for the categories as well as for the implementation and the optimization of the category strategies within the customer.
Customer Strategy and Business Plan
Develops the customer strategic business plan for his/her respective categories and customers. Work out a joint customer business plan for his/her respective categories and customers.
Works in close collaboration with the Category and Channel Team for the category and channel input, and with customer marketing and brand teams for the specific banner/channel plan.
Develops optimal integrated promo plan (incl. selling the plan to the customer) and manage promo investments.
Manages customer promo investment with the customer.
Manage the customer P&L for his/her respective categories.
Provide clear objectives and deliverables for the Customer Development Executives (CDEs)/field team.
KPIs and sales target setting for the key accounts and Distributor Sales Representatives (DSRs).
Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.
Consistent monthly and quarterly business reviews of Joint Business Plannings/Trade Term with customers through PowerPoint presentation.
Data churning and analysis to provide accurate business requirements for business review presentations to customers.
Building talents and teams
- Coach and train CDEs, merchandisers and or distributor modern trade sales team members as per guide and or as per team training needs or gaps.
Closes the deal with the Customer by negotiating the trade terms, trade funding, and counterparts according to the Unilever strategy on his/her categories.
Manages overall levels of Customer Investments for his category.
Monitors Customer Performance by tracking customer contribution and market share for major categories.
Plays active ambassador role
Acts as active ambassador of Unilever at the customer and of the customer at Unilever.
Participates actively to the account managers’ meetings, looking at the best solution for the business even if not in line for his/her customer.
Candidate must possess at least Bachelor's Degree/Post Graduate Diploma/Professional Degree in any field of study.
At least three (3) to five (5) years relevant field sales force experience in managerial role especially in East Malaysia Region.
Experienced in develop and implement the Customer/Channel investment strategy and business plan and customer service strategy and segmentation.
Job: Customer Development
Primary Location: Malaysia-Selangor-Kuala Lumpur-Kuala Lumpur
Shift: Day Job
Unposting Date: Mar-31-2018
Req ID: 180003EB