Customer Development Executive (FS)

Website CP_News Colgate-Palmolive

We are Colgate, a caring, innovative growth company

Travel Required?:  Travel – 75% of time or more

Remote working option during the current situation

Relocation Assistance Offered Within Country

Geographic Scope Of Responsibility

Free State & Surrounding areas,

Incumbent to based in the Free State region

Scope Of Responsibility

The customer development executive is responsible for developing and supporting the partnership between Colgate and a group of stores namely Hypermarkets, Supermarkets & Cash & Carry in an assigned sales area / territory in order to deliver our net sales, mandated distribution, volume growth, forward share and market share targets.

The Customer Development Executive plays an extensive role in driving customer and shopper demand through two key areas of focus:

Customer Relationships

  • Building relationships with key contacts (e.g. Operations & store managers) and providing customers with objective and trustworthy analysis of their business in order to ensure that Customers carry an appropriate portfolio of Colgate products that receive optimal exposure at store level
  • Proactively understanding the customer’s needs and developing business solutions to meet Colgate and customer requirements.
  • Conducting regular business reviews and follow-up on sales activity, new products, customer service, receivables, and claims.
  • Interpreting sales reports to identify problems and new opportunities for Colgate and the customer(s).

Sales Planning & Management

  • Developing and executing customer plans that profitably increase sales volume,  mandated distribution and market share
  • Working with logistics to plan, analyze, and forecast customer(s) needs, to follow up on orders to ensure on time and complete delivery, and to prioritize customer requirements when product is unavailable.
  • Providing customer and shopper insights to drive incremental growth opportunities.
  • Monitoring activity at store level and communicating competitive, category, and product (e.g. pricing, product assortment, promotion and placement) information impacting sales results to customer marketing and Customer management so that they can proactively respond with new strategies and tactics.
  • Understanding the strategic business purpose of in-store promotions and activities and ensuring that these activities (e.g., displays, POP, pricing, space/Planogram) are in compliance with plans and are successfully executed.
  • Providing effective coverage and visiting assigned stores/customers with required frequency.
  • Tracking KPIs and taking action to improve performance.

Core Competencies Required:

  1. Trade Understanding – Building relationships with the trade to align customer priorities with Colgate’s channel, category, brand and sales strategies ; Understands the deliverables expected from retailers and knows the needs, operations, systems, priorities and strategies of customers.
  2. Promotional Effectiveness – Leverages trade money creatively to drive customer performance and improved profitability for Colgate and the account
  3. Field Execution – Developing excellence in execution by transforming the strategic plan into own-the-shelf objectives. Monitors and evaluates in-store compliance with 5P guidelines, ensuring consumption, in-stock position and CP “own the store” Understands the call value process and the discipline of its deployment
  4. Customer Negotiation – Managing customer negotiations both to protect customer relationships and to secure Colgate’s vital interests. Pursues win-win solutions with persistence, compromise, and respect
  5. Business and Financial Analysis – Knowing how decisions impact profitability for the brand, category, and customer; and using business tools and information systems to make fact based decisions
  6. Supply Chain Perspective – Understanding the importance of the supply chain in improving customer service and efficiency for both channels and customers Optimizes costs through more collaborative planning and communication with customers.
  7. Category Management – Applies category management principles and processes in achieving better assortment, higher profitability, and lower out-of-stocks. Understands the role of the category within customers and channels
  8. Consumer and Shopper Insight – Uses fact-based understanding of shopper behavior to tailor in-store programs for different retail environments. Uses consumer and shopper insights in assortment recommendations,promotion plans, and customer presentations and negotiations
  9. Cross-Organizational Collaboration – Working collaboratively with people in the Colgate sales structure Works effectively across functions, channels, categories and geographies to align priorities, solve problems, optimize resources, and drive effective executionAll candidates are expected to have dynamic personality, analytical thinking and good communication skills, high business understanding, a continuous improvement mentality and the determination to succeed in a challenging and rewarding environment.

To apply for this job please visit jobs.colgate.com.


To apply for this job please visit jobs.colgate.com.

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We are Colgate, a caring, innovative growth company

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