Customer Development Manager – Modern Trade

N.A.TOPJOBS' CLIENT

Pharmaceutical company

Ho Chi Minh City

Posted 103 months ago

Job Description.

COMPETENCIES: (primary deliverables of competence)
 Commercial Execution
•    Develop and implement long term commercial strategies across channel/ business units
•    Be responsible and accountable for channel P&L by delivering top line objectives & flawless execution of activation programs to drive commercial success and competitor advantage within the Modern Trade channels
•    Be responsible for developing Joint Business Plans which identifies strategic accounts to deliver the business development
•    Be responsible for working with customers to deliver Visibility KPIs of both numeric and weighted distribution plus share of shelf / sku / across categories
•    Be responsible for leading deployment of an effective shopper activation programme along with LOC brand & trade marketing for winning in Modern Trade
•    Be responsible for building capabilities of the customer development force along with commercial excellence manager so as to have the best in class MT Team, behind MT vision
•    Be responsible for executing relevant promotional plans (working with Brand Activation and Trade Marketing) in stores, and ensuring post promotional analysis takes place to measure effectiveness – including responsible for delivering against G2N targets
•    Build strong, collaborative relationships with internal & external customers so as to achieve corporate.
•    Be responsible for leading seamless integration for legacy NVS brands so as to drive top line & bottom line synergies (where applicable)
Category & Brands
•    Lead execution of activation plans in Modern Trade channel across applicable categories
•    Be responsible for sharing local insights and competitor activities with the commercial organization so as to adapt our own activation programs so as to build competitor advantage
Scientific Innovation
•    Deploy & activate key brand messages in locally relevant manner so as to win in MT Channel
Supply Chain & Cost Control:
•    Responsible for Forecast Accuracy in MT Channel and play an active role in the embedding of the CCC process via participation in the DRM process.
•    Lead teams to deliver optimum cost control
•    Ensure ROI maximization on all G2N spends
Talent & Culture:
•    Ensure new organization design in place by October 2015
•    Lead & build a high performing team through effective talent management, coaching and deploying differentiated development plans (including succession planning)
 

COMPLEXITY: (degree of change & uncertainty; level of influencing required; degree of matrix working)
•    Modern Trade customer relationship experience (including negotiation skills & JBP experience)
•    Distributor, Territory & Sales Force Management (to support Pharmacy / GT Channel)
•    Thorough understanding of all trade channels and distributor operations
•    Sound ability to assimilate multiple data sources and identify trends and insight
•    Strong sense of urgency, clearly accountable for achievements. High levels of personal drive, self motivation and proactive behavior.
•    Execution excellence: Problem solving and solution based ‘Can do’ approach.
•    Ability to work within a cross-functional set-up and demonstrate strong influencing skills at all levels
•    Sound ability to manage complexity across multiple product categories
•    Sound ability and initiative to develop and drive business-wide processes
•    Sound ability to manage and lead a large staff complement
•    Essential personal qualities required; strategic thinking, initiative, innovative approach, leadership, enthusiasm, tenacity, effective communication and interpersonal skills.

General Requirements:
SPECIALISED KNOWLEDGE: (breadth & depth across disciplines / functions; expertise in field required)
•    Bachelor degree in science Marketing / Business/ Economics. Masters Degree in Business Management is preferred.
•    At least 5 years experience in brand management, sales, trade marketing, modern trade preferably related to OTC or FMCG industry.
•    Excellent English Written and Spoken Communication skills
•    Computer skills in Microsoft Word, Excel, PowerPoint, Project
•    Excellent interpersonal skills.

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