Customer Development Manager - SMH

Position Purpose/ Context

This role is responsible for the joint development and implementation of business plans and strategies with our major accounts, ensuring alignment with our company’s strategic directions. He/ she is to spearhead the growth our business in these account(s) and exceed our targets in terms of revenue, profitability, volume, market share, executions metrics and financial/promotion claims settlement.

This would be done through identifying the key drivers and opportunities of growth, capturing and optimising the profitable brand and package-mix and pricing opportunities, building collaborative and long-term relationships with all the key stakeholders as well as delivering superior in-store executions.

Key Duties / Responsibilities

Account Management

1. Achieve/exceed sales, distribution, market share, revenue and profit objectives for the designated accounts.
2. Develop annual business plans for designated accounts incorporating shoppers’ insights, market/ channel sales/trend analysis, execution plans, agreed targets, strategies and promotion activities.
3. Work with Demand Planning on weekly/monthly sales forecast and performance for the designated accounts and set sales targets for respective Sales Executives & team.
4. Conduct periodic business reviews with designated accounts.
5. Work closely with the Category Manager and with customers to jointly develop plans to grow the beverage category.
6. Ensure all promotion proposals and worksheets are successfully negotiated, aligned, and submitted to retailers within the required deadlines.
7. Ensure that all agreed programmes (promotion and merchandising) are successfully and executed to gain maximum impact for the designated accounts.
8. Implement and enforce merchandising standard for shelf, coolers and display areas in the outlets through Sales team.
9. Prioritize and secure space for placement of our sales equipment and evaluate the returns on the equipment invested and bought, taking actions to ensure the returns on investment.
10. Provide clear, accurate and timely promotion information to merchandising team and ensure strong executions at the outlets.
11. Provide regular feedback on the market and competitors' actions and identify sales opportunities to grow the business.
12. Ensure all outstanding customer promotion claims are being verified, raised, and submitted in a timely order per the designated timeline.
13. Trading Terms preparations, proposal and negotiations.

Related Position Requirements/Qualifications

Education: Min Degree in Business Admin or equivalent

Experience: Min 2 years working experience in FMCG with proven track records preferably in the beverages or beer industry managing Key Accounts such as DFI and FairPrice.

Capability:

Aggressive and demonstrate skills in achieving sales revenue, profitability and budget goals.

• Good negotiation, communication and account management skills
• Possess analytical skills to understand, interpret and convert data to draw conclusions and develop strategies to grow the business.
• Possess good customer networks and good working relationship with all stakeholders in the Key Accounts such as DFI and FairPrice