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Customer Development Manager – Modern Trade


Pharmaceutical company

location Ho Chi Minh City

post time Posted 76 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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company detail



Administration and Support Services

Full Time

Ho Chi Minh City




PNTECHCONS Building, Lot C, Unit 504, 48 Hoa Su Str., Phu Nhuan Dist., HCMC.

Ms.Nguyen Thi Lan Phuong

2226 8840 (Ext: 111)