Associate Manager, Business Development - BIC

BIC® products are recognized all over the world for their quality, safety, affordability and ease of use. The ballpoint pen, the pocket lighter, and the shaver are all part of the daily lives of millions of consumers. These products make BIC® an iconic international brand, present in more than 4 million retail outlets in more than 160 countries around the world.

BIC’s founder, Marcel Bich, understood that to succeed, BIC needed hands-on team members who were willing to take measured risks and assume responsibility for their role in a team.  

Today, we provide our more than 15,000 team members in 61 countries with the opportunity to invent BIC’s future – together – while honouring our past achievements. We are committed to our team members’ development and empower those who wish to discover different areas of our business or acquire international experiences.

Job Description

 Job Summary

Responsible for managing the relationship between national distributor and their customers by ensuring loyalty to BIC products leading to business growth for both parties.

Main Responsibilities / Tasks

• Develop a Joint Business Plan between BIC and wholesalers/distributors with a focus on categories growth and other distribution KPIs.
• Play a key role in designing, owning, and implementing a competitive trading term for distributor’s customers with the sole aim of improving interest in BIC’s portfolio
• Conduct monthly business reviews with distributors’ customers to identify root causes of performance with mitigation plans to bridge gaps.
• Initiate sell-in and sell-out programmes
• Organize customer conferences in clusters across the country to improve bonding and appreciate issues firsthand.
• Coordinate with supply chain, finance to ensure customer needs are met notably stock availability (CSL) while monitoring customer statements every month with an explanation.
• Conduct Customer P&L to show profitability or otherwise to sustain customer interest in BIC’s business.
• Supervise activities of sales managers and third-party sales force allocated to various customers to ensure zero incidences of default.
• Team management and development of sales managers

Key Performance Indicators / Key Figures

• Achieve sales targets
• Reduce attrition rate of customers
• The sustained growth of customers business (BIC related)/ Customer Profitability
• Service level (speed of delivery)

Qualifications

R- Required, D- Desired

Simple Criteria

• R – 5 years of relevant experience in sales and business development functions preferably in FMCG
• R – Perfect knowledge of Microsoft operating system especially PowerPoint & Excel

 Complex Criteria

Professional skills:

• R – Business and results-oriented with proven negotiation skills and leadership capabilities
• R – Able to identify new sales opportunities (new customers, new segments)
• R – Ability to interpret and understand basic financial information
• R – Hard-working, rigorous, well organized, and able to work autonomously
• R – Ability to complete the assigned task within a short period
• D – Analytic, accurate and quick interpretation of figures

Personal skills:

• R – Experience sales/business development individual with a well-rounded understanding of end-to-end functions.
• R – Ability to analyze and provide clear recommendations
• R – Good communication skills (writing & verbal)
• R – Build strong relationships with both key external and internal customers
• R – Energy and passion for achievement of own commitments and delivering company objectives
• D – Able to influence and persuade others to take a specific course of action