Subscribe to Job Alert
Join our happy subscribers
Never pay for any CBT, test or assessment as part of any recruitment process. When in doubt, contact us
Every day, millions of consumers around the world trust our products to care for themselves and the ones they love. Colgate-Palmolive is a global company serving people in over 200 countries and territories with consumer products that make their lives healthier and more enjoyable. Colgate manufactures and markets oral care, personal care, home care and pe...
Read more about this company
Scope of Responsibility:
The Customer Development Team Leader (CDTL) is responsible for sales, profitability and 5P's in-store execution for their business. The CDTL must develop and support the partnership between Colgate Palmolive (CP)/Direct Retailers and/or Service Providers (Direct Wholesalers, Indirect Wholesalers, Distributors and Merchandisers), helping to align our category and brand strategies and their shopper strategies at the POS (Direct and Indirect retailers) to increase demand and their support for our profitable growth through the right planning process.
The CDTL will develop business and profitable growth by:
Customer/Service Provider Engagement
Understand the trade environment
Ensure in-store execution
Develop strong Commercial Plan
Team Leadership
Managing and setting the team’s objectives (within the local Go-to-Market, Sales Strategy and Global Customer Strategy framework) and ensuring that the team delivers the overall team mission and goals, while building CP’s & the Customer’s mutual business, and working together to satisfy target consumer/shopper needs
Defining the specific roles of individuals within the team, promoting teamwork and ensure the team is motivated to deliver results
Establishing specific KPIs and ensuring tracking methods and communication are in place, and setting specific action plans for each team member to support their achievement of the team KPIs
Managing a monthly meeting in which the team’s mission and objectives are reviewed to ensure progress & alignment towards overall company goals, and where specific issues and KPI performance are discussed and action plans refined
Providing coaching and feedback and ensuring adequate training to team members; evaluating performance and developing IDPs, advising on career paths and providing opportunities for development, acting as a role model and reinforcing desired behaviors
Communicating the team perspective to subsidiary commercial and business planning processes
Customer(s) Expertise & Relationships
Developing a thorough understanding of the values, strategies and policies of the customer and anticipating future direction and needs in order to set long term objectives for the team
Fostering the development of retail environment and shopper expertise in order to identify opportunities and present compelling arguments in support of CP products & plans
Developing a network of contacts throughout the customer organization in order to influence all decision points within the customer(s), improving understanding, increasing data access and ensuring frequent face-to-face contact: Buying, Merchandising, Marketing, Finance, Inventory Control, Distribution and Transportation, IT and Store Operations
Identifying the short-term business needs and objectives of key contacts and helping develop and sell proactive business solutions across the full demand/supply chain
Facilitating frequent Top to Top contact between Customer(s) and CP senior management to ensure strategic alignment
Business Development & Monitoring
Preparing and conducting any annual negotiations. Supervising other types of negotiation (new products, shelf management etc) to ensure timely resolution
Defining and executes customer investment strategy, striving for “pay for performance” and improved ROI.
Implements and controls the Terms & Conditions framework for the customer(s).
Ensuring team works with Customer Marketing and Consumer marketing to translate category plans by retail environment into customer business plans that deliver team objectives, focusing investment behind demand-generating activities
Influencing the customers to grow sales, take fact-based decisions, and improve service by utilizing new techniques, tools, and information systems (e.g., category management, scanning, etc.)
Consistently applying Category Management learning and techniques to day-to-day business, exploitation of new opportunities, and using Category Management as the context for all “selling stories”
Ensuring team maintains accurate projections vs. plan of sales and spending associated with activities and manages total P&L performance in order to achieve targets
Ensuring post-evaluation (through Direct Reports) of all promotions (results vs. objective, implementation accuracy etc), supporting with qualitative commentary, communicating results to the commercial team, and using the results of promotion evaluations to refine customer tactics
Identifying opportunities to improve supply chain efficiency, gaining resource approval and agreeing specific plans with the Customer
In Store Execution
Ensuring “winning at the shelf” is a top priority for the team, and that 5P tactics and demand marketing initiatives are executed with excellence at the point of sale
Monitoring 5P execution performance (availability, pricing, share of shelf etc) and ensuring issues are quickly resolved by the team
Essential Job Requirements
Education:
Should you not be contacted within 21 working days after your application, please consider your application unsuccessful.
Scope of Responsibility
The Retail Environment Manager is responsible for aligning Colgate Palmolive (CP) in-store tactics with those of the Customer(s) to ensure CP products are in store, off the shelf, and into the home of the shoppers. The Retail Environment Manager (REM) must develop and support the partnership between CP and the customer(s) by helping to align the category/brand strategies and the shopper strategies.
Specifically, the incumbent is responsible for establishing Customer Marketing within the Customer Development Team (CDT) structure. To facilitate consistency of process and execution, the REM will need to regularly implement procedures and processes as determined by Customer Marketing.
5P Deployment
Leveraging retail environment/customer-specific shopper insight learning to build team expertise, support selling stories, and exploit customer(s) opportunities
Appropriately tailoring the 5Ps by Retail Environment (developed by Customer Marketing) to the customer(s) formats, based on CM 5P principles and considering customer strategies and policies & customer-specific shopper insights
Developing Category Management partnerships and attaining Category Advisor Status with strategic customers (with guidance/support of the Customer Marketing Manager) to influence customer strategy and 5P definition and deployment
Ensuring pre- and post-evaluation of all major activities along with Finance (results vs. objective, implementation accuracy, P&L impact etc), supporting with qualitative commentary, communicating results to the commercial team, and using the results of evaluations to refine customer tactics.
Ensuring Sales and Store Management are supplied with relevant, value-added and easy to use channel and category expertise, guidelines and materials for management and execution of 5P strategies/tactics in-store in that retail environment
Ensuring that distribution objectives for CP products are met in all retail environments in utilizing relevant third party services
Commercial Business Planning
Providing input on retailer perspective (category roles applied, category strategies in use, scorecard measures etc)
Assessing customer performance (shipment and consumption data) for CP and total category vs. benchmarks, by Retail Environment, to identify opportunities to grow total category and CP sales/profits
Business Development
Gaining access to scanner data for top customers in order to drive fact-based decision-making, improve promotional ROI and overall business performance for CP and the customer
Consistently applying Category Management learning and techniques to day-to-day business, and exploitation of new opportunities.
Tailoring new product sell-in presentations to the strategies and performance of the customer(s)
Coordinating special events (sell-in, internal CP communication, materials management etc.) in cooperation with Operations
Shopper and Retail Environment Expertise
Essential Job Requirements
Education:
Should you not be contacted within 21 working days after your application, please consider your application unsuccessful.
Scope of Responsibility:
To manage execution of sales, distribution and promotions in a designated Country/Region with a view to achieving strategic objectives for the Country/Region. The Customer Development Manager (CDM) is the key point of contact between the Operations, customers and the Customer Development Team Leader (CDTL).
The CDM will develop business and profitable growth by:
Customer/Service Provider Engagement
Understand the trade environment
Ensure in-store execution
Develop strong Commercial Plan
Distribution Management
Trade management
Addition of speciality wholesalers
Classification of stores in route list according to the correct Retail Environment
Reduction in number of non-purchasers
Optimum usage of activations to drive sales
Ensure that the team on the ground has the tools, skills and expertise to deliver results: design routes, call value system, and effective call coverage for all sales representatives to drive coverage expansion
Customer Engagement
Engage our customers to build our brands and presence through strong alignment, selling and negotiations.
The CDM will work on the Go to Market to ensure the right distribution of the right product at the right place
Drive the coverage expansion process to ensure numeric distribution
The CDM will report on monthly in-market sales data (sales to the trade), distributor inventory and sales from CP to customers and will be accountable for the results.
Relationship Building
Ensure that all Customer Development Executives are trained (e.g. classroom, field coaching and feedback/on the job training) well to perform their job
Ensuring sales call efficiency
Trade management
Distributor management
DT management
In-store management
Essential Job Requirements
Education:
Should you not be contacted within 21 working days after your application, please consider your application unsuccessful.
Use the link(s) below to apply on company website.
Build your CV for free. Download in different templates.
Join our happy subscribers