Colgate Palmolive - Area Manager - Customer Development

JOB DESCRIPTION:

POSITION DESCRIPTION:

POSITION TITLE:- AREA MANAGER - CUSTOMER DEVELOPMENT

FUNCTION:- CUSTOMER DEVELOPMENT

MANAGER:- CD Manager - Regional Manager

MANAGER- S MANAGER:- CD Team Leader - Branch Manager

LOCATION : - Anywhere in India

Job Purpose

To manage execution of sales, distribution and promotions in a designated area through direct supervision of a team of CD officers with a view to achieving targeted numeric and weighted distribution and Sales Volumes and values targets.

To coach, train, monitor and evaluate his/her team so as to enable them to achieve business objectives.

Manpower / Subordinates- Nos.

S & C - 4-6 CDO-'s

Contract / 3P resources - 3-4 PSR/ Merchandisers

Job Context & Challenges :

Deliver sales and distribution target. Manage distribution and promotions for the respective area. Train and develop CD Officers and stockist salesman to improve sales effectiveness. Monitor Stockist - ROI, working and performance. Analyse market share. Analyse SKU wise sales volume. Improve coverage in rural market.

Functional linkages :

Internal: Regional Manager, Branch Manager, Branch Finance Manager, Branch Customer Service Manager, Branch HR Manager, Shopper Development Team, MIS officer, CDO- s, DT Manager.

External: Stockist, Retailers and Vendors.

Key Accountabilities :

Accountability & Related Activities:

Revenue Targets :

Deliver sales and distribution targets as per objectives

Stocks:

Monitor Stockist ROI and implement initiatives to improve stockist profitability. Monitor stockist working and performance against set KPI. Set coverage

Market:

- Manage distribution and promotions of Colgate products in the Area and effectively implement trade promos and visibility budgets to achieve greater impact in the market.

- Track coverage of various Retail Environments/Account, analyse and rectify distribution/coverage gaps and prioritise accounts for effective visibility.

- Improve coverage and distribution across rural markets.

Analysis and claims:

- Analyse market share / distribution trends. Co-relate with sales performance by brand and productivity.

- Analyse SKU wise sales volume and map promotional effectiveness by comparing Pre and post promo volumes.

- Develop innovative solutions to identified & defined problems by collecting and analysing information/data.

- Ensure effective utilization of GTN norms, scrutinize claims and monitor order planning and thereby contribute to sales, coverage and market share objectives of the company.

IT Usage and system for working:

- Implement systems and to improve data availability, flow and transparency.

- Reporting - Company and Competition

- Analyse market share/distribution trends. Co-relate with sales performance by brand and productivity.

- Work as per company and branch laid down guide-lines.

Manpower :

- Train CD officer and Stockist salesmen to improve sales effectiveness. Train, motivate and evaluate CD officers through direct supervision.

- Motivate stockists through training, ROI improvement and regular communication.

Relationship Building:

- Build strong relationships with stockist and with the team. Focus on working on collaborative working with all external and Internal customers.

Instore Mgmt :

- Provide knowledge of point of Sale - Learn shopper behaviour pertaining to point of sale initiatives and provide inputs to Customer Marketing Team . Also, provide inputs for design & development of POP

- Develop and communicate 5P execution guidelines by RE

- Ensure deployment of the Instore deployment plan - Through market work & reviewing IMRB scores. Responsible for deciding the number and frequency of store coverage

- Merchandiser Management - Implement Development programs for Merchandisers and promoters. Develop incentives structure and monitor payout

Experience:

Essential: Experience in FMCG Industry is mandatory. Should have understanding of the market

No. of yrs of Exp required - 1-2 Years post MBA

Professional Qualifications & Training

Should have done MBA/PGDM from Premier institute

(Applications open for batch 2012 and 2013 only)