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Customer Development Leader

Salary undisclosed

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Job Purpose/Overview:

Responsible to build and develop yearly plans with assigned customers to effectively grow a long-term business for both Mars and the key customers with high levels of customer engagement. Accountable for the delivery of the In Market Sales and TE efficiency through the fundamentals of distribution of our products, display and promotion execution. Be a visible leader driving team engagement and fostering the Mars culture and the 5 Principles to the National Distributor team.

Key Responsibilities:

Customer Development Management

  • Develop customer account plans to win in key account – customer engagement, business growth and excellence in physical availability
  • Attain category leadership through partnership in key retailers in driving category growth and turnover • Driving distribution in assigned key account customers
  • Driving Transaction Zones penetration for each category in key account customers
  • Optimizes range, distribution, points of engagement in store, value and promotional metrics to continually add to customer value and ensure excellent execution in place
  • Effective and efficient management and deployment of Activities and Trade Expenditure and/or Trading term
  • Continue delivering quality growth at the market and gain share in MT channel

Inter-functional Work Processes and Alignments

  • Develop close working partnership with inter-functional teams
  • Ensures timely execution to support delivery of tasks and projects to attain joint objectives

Business Objectives & Implementation

  • To manage In-market Sales, Mars NSV, TE, and setting measurable target
  • Manage and co-ordinate implementation of marketing and sales activities

Distributor Communication

  • Ensure the National Distributor sales team is properly briefed of the Key Account Development Plan including the resources and strategies needed to achieve the
  • Control and process in budget appropriation

Job Specifications/Qualifications:

  • University Degree Holder
  • Sales background with “in-depth experience” in managing convenience stores (CVS) in FMCG, experience in managing local and/or international key accounts (IKA) in FMCG is an added advantage
  • Required 7 to 8 years’ experience in Sales Key Account Management in FMCG (with minimum 3-5 years managing CVS)
  • Experienced in leading negotiations especially in trading terms, planning & prioritization etc.
  • Proven track record of over-achieving sales target
  • Managing a Team of Field Sales Force on sales ordering and trade execution
  • Willing to travel
  • Possess valid driver’s license
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