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Key Customer Development Manager

hace 2 meses

Ciudad de México, Ciudad de México Colgate-Palmolive Company A tiempo completo
About the Role

The Key Customer Development Manager plays a crucial role in driving business growth by developing and maintaining strong partnerships with key customers. This involves synchronizing strategies with account teams to increase demand and support for our products.

Main Responsibilities:
  • Account Expertise: Develop a deep understanding of top customers' values, strategies, and policies to anticipate their needs and direction.
  • Sell-Out Analysis: Analyze sell-out information to identify opportunities and drive actions that maintain Filorga's growth.
  • Staff Training: Ensure staff is updated on Filorga products, launches, and reformulations, working closely with the training team to plan top customer training.
  • Business Solutions: Identify business needs of physicians and develop proactive business solutions across the supply chain to increase sales, gain share of shelf, and physician recommendations.
  • Network Development: Develop a network of contacts throughout clinics and pharmacies to influence decision points, improve understanding, and increase data access.
Business Planning & Negotiation:
  • Negotiation Preparation: Ensure preparation of negotiations 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.
  • KPI Review: Attend regular formal meetings of cross-functional teams to review KPIs, issues, and action plans.
  • Quarterly Meetings: Conduct quarterly meetings with accounts to review business performance vs. plan.
Category / Account Analysis:
  • Business Review: Review business daily, supervise sales weekly, and prepare monthly reports of variation volume and sales.
Trade Promotion Planning, Execution and Evaluation:
  • Event Planning: Coordinate development and planning of account-specific instore events with Sales / Marketing / Training.
  • Sales Execution: Coordinate communication and training of Salesmen to ensure excellent execution of all promotional activity.
  • Post-Evaluation: Track SKUs involved in all Filorga and driven promotions to build up history of account activity, ensure post-evaluation of ALL promotion activity for accounts in PromoPower format, 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 marketing teams to implement CatMan strategies from HQ, crafting strategies to drain obsolete inventories and highlight top SKUs or launches.
  • Visibility Increase: 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.
  • Credit Control: Coordinate monthly meetings with Credit Control Department to review status and resolve issues.
Competitive Activity:

Supervise competitive activity and feedback recommended actions to Marketing and Sales Management.

Product Availability:
  • Product Stock: Work with Customer Service to ensure product is available in the relevant warehouse when the order is placed.
  • Inventory Monitoring: Monitor account inventory levels where possible to anticipate customer demand.
Challenges:

To develop significant depth of understanding physician's strategy, objectives organization, processes, and consumer profile 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.
  • KAM Experience: At least +2 years of experience in positions as KAM Jr or Sale Executive.
  • Industry Experience: Experience working with Skin Health Companies or related.
  • Analytics Experience: Experience preparing analyzes and using analytics tools.
  • Language: Intermediate English Level (Preferable).
  • Commercial Area Experience: Highly expected to have experience of contact with the commercial area of the customer.
  • Financial Experience: Financial Experience (Gross to net, P&L).
  • Sales and Negotiation Experience: Experience in selling and negotiation.
  • Travel: Availability to Travel 10% of time.