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Key Customer Development Manager
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About the Role
The Key Customer Development Manager is a critical position at Colgate-Palmolive Company, responsible for developing and maintaining strategic partnerships with key customers in the skin health industry. This role requires a deep understanding of the industry, its trends, and the needs of our customers.
Main Responsibilities:
- Account Expertise: Develop a detailed understanding of our top customers, including their values, strategies, and policies, and anticipate their strategic direction and needs.
- Sell-Out Analysis: Analyze sell-out information to identify opportunities and drive actions that will help maintain Filorga's growth.
- Product Knowledge: Ensure that staff is always updated on Filorga products, launches, and reformulations, and work closely with the training team to plan top customer training.
- Business Development: Identify the business needs of physicians and help develop and sell proactive business solutions across the full supply chain to increase sales, gain share of shelf, and physician recommendations.
- Network Development: Develop a network of contacts throughout the clinic/pharmacy to influence all decision points, improve understanding, and increase data access.
Business Planning & Negotiation:
- Negotiation Preparation: Ensure preparation of negotiation with top customers reflecting all investments as commercial activities, marketing tools, and events.
- Category Presentations: Coordinate preparation with Marketing & Training and ensure timely delivery of tailored category presentations.
- Regular Meetings: Attend regular formal meetings of the cross-functional team to review KPIs, issues, and action plans.
- Quarterly Meetings: Conduct quarterly meetings with accounts to review business performance vs. plan.
Category/Account Analysis: Issue and Opportunity Identification:
- Business Review: Review business every day and supervise sales on a weekly basis.
- Monthly Reports: Prepare monthly reports of variation volume and sales.
Trade Promotion Planning, Execution and Evaluation:
- Event Planning: Coordinate development and planning of account-specific in-store events with Sales / Marketing / Training.
- Communication and Training: Coordinate communication and training of Salesmen to ensure excellent execution of all promotional activity.
- Tracking and Evaluation: Track SKUs involved in all Filorga and driven promotions to build up history of account activity.
- Post-Evaluation: Ensure post-evaluation of all promotion activity for accounts in PromoPower format, support with qualitative commentary, and communicate results to Sales / Marketing.
- Tactic Revision: Use results of promotion evaluations to revise account tactics.
New Products/Special Packs:
- Presentation Delivery: Deliver high-quality presentations on new products on time and ensure rapid sell-in.
- Status Communication: Communicate status to Sales / Marketing weekly until full distribution achieved/quota exhausted.
Category Management:
- Strategy Implementation: Work hand-in-hand with the marketing team to implement CatMan strategies from HQ, crafting strategies to drain obsolete inventories and highlight top SKUs or launches.
- Opportunity Identification: Find opportunities to increase Filorga visibility and sales.
Control:
- Investment Evaluation: Pre-evaluate all investments to ensure they are financially viable and aligned with strategy.
- Monthly Meetings: Coordinate monthly meetings with Credit Control Department to review status and resolve issues.
Competitive Activity:
- Competitor Analysis: Supervise competitive activity and provide feedback to Marketing and Sales Management.
Product Availability:
- Inventory Management: Work with Customer Service to ensure product availability in the relevant warehouse when the order is placed.
- Inventory Monitoring: Monitor account inventory levels where possible to anticipate customer demand.
Challenges:
To develop a deep understanding of physician strategies, objectives, organization, processes, and consumer profiles to become an indispensable part of their business and constantly add value and improve efficiency. To push accounts towards collaborative and more long-term planning.
Basic Qualifications:
- Education: Completed Bachelor's Degree or equivalent experience.
- Commercial Experience: At least +4 years of commercial experience.
- Previous Experience: At least +2 years of experience in positions as KAM Jr or Sales Executive.
- Industry Experience: Experience working with skin health companies or related.
- Analytical Skills: Experience preparing analyzes and using analytics tools.
- Language Skills: Intermediate English Level (Preferable).
- Commercial Skills: Highly expected to have experience of contact with the commercial area of the customer.
- Financial Skills: Financial Experience (Gross to net, P&L).
- Sales and Negotiation Skills: Experience in selling and negotiation.
Availability:
Availability to travel 10% of the time.
