Customer Development Executive

Department Strategic Objectives

Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives

Job Purpose:

Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory.

Responsible to:

Area/ Regional Sales Manager

Responsible for:

Van Sales Representative/Open Market Sales Representative

Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff

Context/Scope:

A key contributor to the success of the  company's commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities:

1. Achieve agreed business objectives/KPIs for the territory (Sell-out, Focus Brands, NPD listing, POP deployment, promotions etc.)
2. Implement outlet coverage strategy in assigned territory, enlist and keep updated database of relevant outlets.
3. Achieve sales drivers (Quality, Distribution, Visibility, Price/promotion) objectives for the territory.
4. Manage and review the activities of the Secondary Sales Force in assigned territory
5. Work with Area Sales Manager to develop Joint Business Plan Of customers in assigned territory.
6. Monitor and manage execution of all Promotional /launch/ agencies activities in assigned territory.
7. Lead Market intelligence gathering and competitor activity monitoring and report timely.

Measurement/Performance Indicators

1. Target vs. Actual monthly/yearly performance (sell-out, KPIs
2. Timely and quality of execution of trade and marketing Activities in assigned territory)
3. Implementation of Territory Coverage Strategy
4. Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Internal & External Relationships:

1. Area Sales Manager / Regional Sales Manager
2. Marketing/Sales/Channel/Supply Chain/Finance/HR team
3. Customers
4. Agencies

Knowledge, Skills & Experience Needed:

Qualifications:

1. Minimum Diploma in any discipline
2. Computer Literacy

Experiences: (What experience brings success to this role)

1. Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
2. Direct experience of company of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

Knowledge: (What does the person need to know)

1. Experienced driver with valid license
2. Knowledge of Field Sales Management and Market Intelligence.
3. Leadership competencies
4. Good knowledge of business objectives and priorities.

Functional or Technical / Business Skills:

1. Commercial Acumen                        Emerging
2. Customer Management                   Emerging
3. Negotiation Skills                                Emerging
4. In Market Execution                           Emerging
5. Selling Skills                                          Emerging
6. Sales Drivers                                         Emerging
7. Channel Strategy                                Emerging
8. Communication/Interpersonal skills Developed
9. IT Skills                                            Developed

Required Behavioural Competences:

1. Act Authentically by being open, welcoming and genuine
2. Build Capability by pushing for opportunities to learn and grow towards achieving organisational objectives
3. Challenge Convention - be courageous to challenge in the right way for the right reasons
4. Deliver Fast and Smart by planning and organising activities to achieve defined goals
5. Establish Connections internally and externally to better serve our customers and other stakeholders

Focus to Win by demonstrating drive and resilience to achieving agreed objectives