The Experience

The Customer Development Group Manager is responsible for identifying opportunities in the customers and developing plans and programs to improve coverage and distribution for review and approval of the Team Leader and Customer Development Director.

He/ she is responsible for building Customer Plans and leading the Customer Development Managers in identifying key opportunities, growth drivers and business priorities to achieve business goals and close potential gaps, if any.

CORE RESPONSIBILITIES:

1. Planning & Strategy

• Takes the lead role in all customers in the assigned district in building, updating and adjusting annual and mid-year consensus numbers in CBP.

• Prepares and analyzes reports and takes ownership of data analytics for customers handled analyzing both sell-in and sell-out data to identify and address opportunities.

• Ensures correct 5Ps execution in the entire district with proper supervision, coaching and training of CDMs.

• Ensures ATTA compliance and informs Team Leader/ Shopper Development Manager of progress with action plans to address non-compliance, if any.

• Ensures each customer P&L in the assigned district is in line with the company's financial objectives by balancing investments and category mix particularly while designing customer specific activities.

• Manages Gross-to-net by tracking in monthly CBP to ensure GTN targets are achieved.

• Works with Customer Service & Logistics to plan, analyze, forecast and ensure on time and complete delivery of products to customers as well as to maintain and update the customer SKU master data to avoid low case fill due to no delivery because of non-list price compliance for all customers in the district.

2. Customer Management & Engagement

• Maintains good working relationships with customers through regular calls and meaningful

engagements via weekly meetings, Business Reviews and Top to Tops.

• Conducts regular business reviews with Customers and follow- up on sales activity, LT’s, new products listing, customer service levels, receivables, ATTA enhancements, etc.
• Ensures successful implementation of approved customer specific shopper activities and provides updates on implementation for the assigned district and post completion of customer specific shopper activity, provides key learning, ROI analysis and recommendations.
• Works with CDT Finance and CDT CS&L to find solutions to issues concerning case fill levels, on time and complete deliveries, demand planning accuracy, returns, deductions, pricing compliance, AR, DSO, ADP.
• Attends new store openings/major customer activities to build trade relationships and to check/ensure perfect execution of 5Ps, ATTA terms, right number of KDCPS and TB COCs as per approval and right location of KDCPs from Day 1 onwards to ensure business continuity.

3. People Management

• Reviews and manages performance of Customer Development Manager , ensuring objectives are aligned with company and organizational goals
• Coaches, mentors and develops direct reports to improve productivity, ensure continuous development and team effectiveness.
• Evaluates and identifies competency gaps and proposes action plans, ensuring follow through and completion of agreements as captured in the Individual Development Plan.

What you’ll need...

• Bachelor’s Degree in any Business Course or related course
• At least 7 years of relevant experience in Customer Development field sales handling both direct and indirect trade accounts with consistent track record of excellence performance
• People management experience is preferred
• Experience in Shopper Development and/or In-store will be an advantage
• Strong drive to achieve results

Please refer to job description.