area Customer development managerKimberly-Clark

Area Customer Development Manager
Job Description
This position works with the NCDM and Head of Customer Dev to ensure achievement of business and growth plans in specific area by providing analysis and strategy aligned with the customer and channel.
This position is responsible for the overall direction and coverage of the respective channel.
This position interacts and engages with the customer as well as CDMs in effectively crafting business plans related to KCPI overall strategy.
This position is responsible for the development of the channel/geography and provides recommendations specific to the channel to achieve efficient use of company resources.
This position will be responsible for the development and learnings of his team, as well as from time to time is also tasked to lead business update discussion with key stakeholders of our major accounts.
They will provide the support required for maximum optimization of investments in specific channel and provide process enhancements in the relevant fields to provide better solutions in specific action plans.
This position requires the ability to make decisions quickly based on historical and future data to provide solutions specific to customer/channel, analyse and provide overall direction and strategy, ability to initiate relationship building strategies to acquire an advantage for KCPI and drive innovative ideas to further enhance in-store metrics.
The person directly supervises a group of key account managers. The incumbent is responsible for the achievement of sales targets of assigned customers; accountable for the implementation of in-store promotion and merchandising activities.
The position reports to the NCDM.
The incumbent will utilise highly developed interpersonal skills and superior functional and technical knowledge to identify, build, develop, promote, and maintain the processes, systems and tools required by the KCP businesses to operate at maximum efficiency and consistency.
ACCOUNTABILITIES
IMPORTANCE 1
Major Action:
Budget and Target
Manage the allocated Trade Fund to generate the desired profitable sales mix. Utilize SAP sales systems to ensure efficient allocation, review and approve trade promotional budget to achieve the Budget
Expected End Result:
To achieve Business Objectives of Operating Profit, Volume, Strategic Business Planning and Crisis Management.
Ways to measure accomplishment:
Sales to assigned group of customers
Efficient management of PTCS (Promotion Tracking Control System)
IMPORTANCE 2
Major Action:
Strategic Business Planning
Participate in the development of channel / customer strategies and plans in alignment with the company strategic Sales, Marketing and Category Plans to achieve the set target. Build professional customer relationship amongst key customers.
Expected End Result:
To achieve Business Objectives of Operating Profit, Volume, Strategic Business Planning and Crisis Management.
Ways to measure accomplishment:
Sales to assigned group of customers
Sales plan completed and implemented to support 5-year plan
Annual Sales Plan completed for responsible group of customers
Efficient management of PTCS (Promotion Tracking Control System)
IMPORTANCE 3
Major Action:
Team Leadership and Development
Lead and develop team members to be able to fully function and be able to continuously improve to drive e results. Provide coaching and guidance to assist in team's development. Participate in the planning and implementation of effective tools of trade and recommend areas for continuous improvement.
Participate in training and development programs to enhance Team Leaders skills and development.
Expected End Result:
Strong team-work leading to quick resolution of issues
Advanced understanding of total business aligned with customer and channel
Development of a high performing sales group organization
Ways to measure accomplishment:
No delays in project deliverables
Issues are quickly resolved
Consistent achievement of targets and agreed deliverables
Development of career plans for Team Leader and team members
IMPORTANCE 4
Major Action:
Overall Customer Management
Trading terms - implement and improve customer's trading terms to be able to generate desired outcome for KCPI. Business and Customer Plans - Execute and develop customer business plans to drive results Customer Relationship Management - Manage and /or improve customer relationships to be able to fo find and develop new business opportunities as well as initiate diamond model engagement to align cross-functional responsibilities with key DMU's. Customer Profitability - Engage in initiatives to further improve promo and political spending to reach desired profitability. Trade and Market Intelligence - provide information relative to assigned key stakeholders regarding trade movements
Expected End Result:
To become customers supplier of choice
Ways to measure accomplishment:
Optimum Trading Terms completed in a reasonable timeframe.
Implementation of Customer Business and Category Plans.
Customer business review completed.
Customer profile / database completed.
Trade Communication Plan completed.
Trade Pricing Strategy completed.
Trade competitive response plan developed.
Market Intelligence shared / updated in a reasonable timeframe
IMPORTANCE 5
Major Action:
Distribution and Execution of In-store Metrics
Develop programs specific to customer/channel optimize reach and account coverage. Champion the execution objectives to maximize and enhance customer and shopper coverage in respective customer/channel. Align customer and KC supply chain process to improve and minimize cost expenditures of total KC.
Expected End Result:
Achievement of agreed in-store metric targets
Ways to measure accomplishment:
Sales to forecast accuracy
Priority brands/skus are completed and implemented flawlessly
SCOPE & JOB NATURE
The ACDM is expected to effectively manage his assigned Modern Trade customers through a team of Key Account Managers and/or Sales Territory Representatives. To do this, the incumbent must have a strong grasp of the following:
Comprehension of sales policies and procedures.
Understanding of and how to use internal and external sales and marketing data.
Product, category and competitive activity knowledge.
Understanding of modern trade retail business.
Relationship and fact based selling practice and negotiation dynamics.
Leadership and field coaching skills.
The ACDM is a team leader, who is tasked to assist, mentor, train and motivate team members.
MAJOR CHALLENGES
There are numerous challenges the incumbent will face to be successful in this role:
Sales Target & Trade Promotion Spending - Challenge to achieve sales budget and efficient spending while driving for results. . Ensure ongoing optimization of SAP related systems by all users.
Customers - Intense local competition leads to price war and trade conflict. Provide guidance to team members in dealing with customers who pressure for consideration of their business needs (while still adhering to company profitability goals). Need to be perceived as a customer expert.
Negotiation via internal and external partners - This position involves engaging with cross functional groups, both internal and external, to ensure all plans are delivered.
Sales Capability - This position has to appropriately manage performance of salespeople of varying competencies.
Visibility of Results - New systems will enable a greater visibility of business results across the entire organization.
DECISION MAKING AUTHORITY
DECISIONS EXPECTED
Sales Spending Budget and Controls
Sales Forecast
Customer Business Plans and Activities
Operational Issues
Customer Relationship Initiatives
RECOMMENDATIONS EXPECTED
Channel-Wide or Category-Initiated Activites
Sales Key Performance Indicators (KPI's)
Category Plans
Trade Communication Plans
Budget Allocation by Customers
Sales Tools, Tool of Trade Equipments
QUALIFICATIONS AND EXPERIENCES
A minimum of Bachelor's degree
Work experience of 5 years with minimum 3 years in FMCG managing a major customer/account.
Strong competencies with PC-based applications (Windows, Words, Excel and PowerPoint) are required.
Incumbent must have a good level of analytical, leadership, communication and interpersonal skills and communicate with enthusiasm and impact.
Global VISA and Relocation Specifications: K-C will not provide support for relocation of the chosen candidate for this role, if necessary, relocation will be at the candidate's own expense. However, K-C will provide assistance and financial support to obtain immigration visas and work authorization for the chosen candidate, if needed.
Primary Location Philippines - Luzon - Taguig
Additional Locations
Worker Type Employee
Worker Sub-Type Regular
Time Type Full time
Kimberly-Clark

Luzón, Guadalajara Taguig City, Metro Manila
Permanent
Full-time