Customer Development Executive - Colgate-Palmolive Company

The Customer Development Executive (CDE) is responsible for developing and applying expertise on shopper behaviour and the retail environments in which CP products are sold, working closely with both Consumer Marketing, Region Customer Development and the CDT’s to align and execute against the category, brand, channel and customer strategies. The Customer Development Executive (CDE) plays an integral role in enhancing demand through Colgate’s customers in a cost-effective way.

The Customer Development Executive (CDE) is also responsible for providing support to the Customer Development Manager/ Director. The CDE will support the partnership between the Region Customer Development Department and the Customer Development Team’s (CDT’s), by ensuring that we effectively manage top to top relationship with regional Major accounts e.g. Shoprite, provide leadership in facilitating regional meetings (virtual or otherwise).

The CDE will also support the partnership between CDT’s and their customer(s) by helping to access and analyse data that will enable alignment of our category/brand strategies and their shopper strategies to increase demand and customer support for our profitable growth. (e.g. Brand performance, Nielsen SOM/SOV, Retail Environment, EPOS Data.)

The CDE must also develop strong relationships with the Shopper Development Managers (SDM’s) in the CDT’s to ensure effective communication of Customer Marketing strategies and tactics within the CDT scope of responsibility.

As part of the establishment of CM structures and procedures across the Region, the CDE will play a support role in basic category management functions like ranging exercises, space planning and product flows.

Job Context & Challenges

Ensure effective execution and maintenance of all visibility elements in the store through a team of third party employees (merchandisers/ DSR’s) across the region. The Senior CDE plays an important role in the Region in ensuring profitable growth.

Functional linkages

Internal: CDTL, CDM, CDE DT, Demand Planning Manager, Shopper Development Manager and CDT Finance Manager.

External: Distributors, Distributor Sales men, foot soldiers and trade (As per Permanent Journey Plan)

Key Accountabilities

Accountability

Related Activities

Sales Management of Major Regional Accounts

• Building and managing top to top relationships between Colgate and key players in the account(s) and channel.

• Working with customer marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost effectively.

• Monitoring sales performance, gross to net, working capital and other performance indicators and taking action to improve performance.

• Influencing the customer(s) to grow sales, improve service and identify customer service and logistics efficiencies by utilizing new techniques, tools, and information systems (e.g., category management, EDI etc.

• Conducting central and regional negotiations, business reviews and follow-up with regional and/or divisional representatives.
• Use the latest information systems and business analytical tools to support decision-making.

Channel Management & Strategy

• Developing expertise in shopper profiles and behavior in each retail environment and customer by category, and by geography
• Coordinating with Sales and the CDT’s the development of a Go to Market Strategy which ensures we optimize distribution and coverage in each retail environment at the lowest possible cost
• Leading the development of a channel strategy which seeks to exploit incremental sales growth opportunities. Develop RE strategy plan and drive roll out.

• Working in conjunction with shopper insight and research professionals to develop research programs and make recommendations related to product, pricing, placement, and promotion and POP materials based on the shopping habits and behaviour of the consumer in each retail environment.
• Optimizing resources and leveraging trade spending among customers, geographies, channels, categories, and brands/products given Colgate’s strategic direction, and ensuring fair and equitable resource allocation between channels and geographies

Internal Category Management

• Acting as focal point for new product introductions and working in conjunction with Consumer Marketing to build strategic “go to market” plans for each initiative, and developing clear performance objectives for distribution, volume, profitability and market share, whilst developing specific plans to protect base business

• Ensuring Customer Management and in-store staff are supplied with relevant, value-added and easy to use channel and category expertise and direction and guidelines for management and execution of 5P strategies/tactics

• Developing tools, merchandising materials and in-store programs for effective shelf management and for inducing shoppers to purchase Colgate products in-store

• Establishing regional processes and systems to drive integrated account planning and sales forecasting and working with the supply chain to ensure product availability and effective customer service
• Collecting pre and post analyses of customer and channel promotions, developing a library of performance history, and recommending adjustments to business plans based on results to drive improved return on investment in all types of trade spending

• Developing practical and relevant presentations and tools for the CDT’s to use to support base business (e.g. product catalogues) as well as new products and re-launches.
• Assist Customer development in the SGC from time to time as may be required and necessary.

External Category Management (Joint Working)

• Developing a strategic Category Vision with Consumer Marketing from the perspective of the Consumer, CP and our Customers within which all brand activities and customer partnerships are aligned.

• Developing leading-edge tools and insights and training Customer Management staff to ensure successful implementation.

Data Collation & Analysis

• Collect and collate data from SAP and Customer Development Teams in the Region and organize into consolidated reports.
• Analysis of data from SAP, Customer Development Teams and research partners in order to identify opportunities by category, brand, customer, channel and country.
• Collecting customer (epos/Nielsen) data and organizing into a format that can be used to generate Planograms.
• Collect and collate monthly required data from CDT to SGC and vice versa.
• Using the latest information systems and business analytical tools to support decision-making.

Regional Meetings Facilitation

• Be the champion for both Commercial Alignment Meetings (CAM) and Colgate Business Planning (CBP).
• Firm long term dates with CDTS for the all meetings.
• Ensure that the meeting facilities are booked and available.
• Facilitate meetings to ensure they take place on time and participants stick to the agenda.
• Educate and ensure the use of available tools and formats as required for the meetings, collate all data in common folders and ensure telephones are in order.
• Work with the region customer development and CDTs to ensure agendas, pre-work are availed on time.
• Follow-up on minutes and provide status update on the same.
• Provide feedback to senior management on what’s working and development areas.

Relationship Building

• Maintain trust and understanding in working with trade in general and specifically buyers, floor managers and store managers Share success stories
  • Communicate promotions to build off-takes
  • Mutually work towards category growth
• Resolve issues, etc.

Generic Competencies

Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently;

Attention to detail

Desirable: Teamwork, relationship building and leading change

Generic Competencies (Use the Personal Leadership Competency framework as a base document, you may add other skills specific to the job)

1. Category Management:

Understands the strategic importance of category management and drives use of it in key customers; has expertise in interpreting and applying the category management 8 step processes.

2. Strategic and Creative Thinking:

Takes initiative to understand emerging consumer and marketplace trends and thinks through implications for the categories, channels and the customers; thinks in terms of regional concerns and global needs.

3. Consumer/Shopper Understanding:

Has a broad based of knowledge about the consumer (attitudes, habits, shopping behavior) for each channel; works with consumer insight professionals to define business goals and specific research objectives prior to developing trade research programs.

4. Trade Understanding and relationships:

Adapts to rapid changes by customizing the way Colgate does business with customers in the different channels; works to understand the objectives and priorities of key customers; understands the key factors driving change in the trade environment and the implications for both Colgate and its customers.

5. Cross Organizational Relationships:

Encourages collaborative planning and problem resolution across channels and categories; prioritizes what’s important across functions, channels, categories, and geographies; encourages others and personally develops good working relationships with professionals in other departments, regionally, globally, and in other countries.

6. Promotional Excellence:

Helps local teams drive the use of innovative and customized trade promotions focused on the customer’s consumer and channel and conducts post analyses to learn from results; selects creative ways to leverage and invest trade money to drive customer’s performance and profitability.

7. Business and Global Perspective:

Stays abreast of external business developments and understands their potential impact on Colgate’s performance; brings cross disciplinary knowledge to bear on issues and opportunities; focuses on profitability and considers cost options when making decisions; actively integrates external and internal best practices and trends.

8. Communications:

Keeps people well informed of plans, goals and objectives; provides clear understanding of job priorities and performance expectations; clearly and simply expresses ideas and concepts

Functional Competencies

Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration

Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency

Equal Opportunity Employer

Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law.

Are you interested in working for Colgate-Palmolive? You can apply online and attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process. Become part of our team. We look forward to your application.

Colgate-Palmolive is a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition. Colgate sells its products in over 200 countries and territories around the world under such internationally recognised brand names as Colgate, Palmolive, elmex, Tom’s of Maine, Sorriso, Speed Stick, Lady Speed Stick, Softsoap, Irish Spring, Protex, Sanex, Elta MD, PCA Skin, Ajax, Axion, Fabuloso, Soupline and Suavitel, as well as Hill’s Science Diet and Hill’s Prescription Diet.