Customer Development Leader

Job OverviewResponsible to build and develop yearly plans with assigned customers to effectively grow a long term business for both Mars and the key customers with high levels of customer engagement.The Customer Development Leader is accountable for the delivery of the In-Market Sales target and Trade Promo efficiency through achievement of the sales metrics targets (Volume, Distribution, Display, Value/Freshness and Promotions) for his/her territory. The associate is tasked to be the visible leader that would drive team engagement and foster the Mars culture and the 5 Principles to the National Distributor team. Included in the role is the development of the assigned distributor sales team capability.Key Responsibilities:Key Accounts ManagementDevelops customer account plans to win in the key account: engagement with SCM (Strategic Channel Management) partners/accounts, identification of clear customer building blocks and physical availabilityOptimizes range, distribution, points of engagement in-store, value and promotional metrics to continually add to customer value and ensure excellent execution in place.Capable of doing strategic sales analysis (ex. by brand, category, offtake trends & market share) to deliver business growthEffective and efficient management and deployment of Activities and Trade Expenditure and/or Trading terms and makes sure that total spend adheres to total agreed CTS, TLI and Trade ROIs.Freshness of products in-storeSales Force Management and EngagementEffectively manage the territory by building the assigned distributor sales team capabilities and engagement.Lead and manage territory sales force to achieve excellence in trade executions.Inter-functional Work Processes and AlignmentsDevelop close working partnership with inter-functional teams. Ensures timely execution to support delivery of tasks and projects to attain joint objectives.Protects the company’s interest, brands and tools in all aspect of business in the customer/territory;Manages and controls company properties and resources assigned to him/her;Performs other duties as may be assigned by the CDH.Mid-Term Vision: Role & Performance expectationsDevelops multi-year plans, effectively builds relationships and orchestrates resources across customer organization to maximize mutual business opportunities.Focus on developing superior partnering skills both internally and externally and shows strategic ability at the customer level.Food SafetyVigorously enforces Quality and Food Safety Procedures and standards within areas of responsibilityReports any incident or even potential occurrence of deviation from Quality and Food Safety standards to the Line Manager/Quality RepresentativeQualifications:Graduate of any Business CourseAt least 7 years in Sales with 4 years minimum in Modern TradeSales background with experience in managing key accounts in FMCG preferably MNCStrong in key account operations Additionally, must have Strategic Agility to partner with the customers to grow the business and the category in the longer term.Strong negotiation skills, knowledge in trading terms, effective planning & prioritization skills.Ability to understand category leadership/management, draw insights and create compelling stories to drive the business growth.Potential to develop and grow to the next level.Must possess a valid driver’s licenseWillingness to travelCustomer experience that includes selling, negotiating and leveraging insights and proven ability to understand and translate brand strategies into engaging customer strategies that are mutually beneficial for company and customer.Ability to assess needs, propose mutually beneficial solutions, overcome objections, demonstrate resilience and manage conflict with a positive & confident mind-set and close to maximize mutual value.Good numeracy and analytical skills and experience of applying a wide range of analytics that drive insights and actions for complex customers and a variety of business situations. Good business acumen with an understanding and application of the sales cycle, trends and broader business implications to making judgments and recommendations for action.Good interpersonal skills and proven ability to develop long term, effective and influential business relationships with multiple stakeholders.Able to respond and adapt to a fast moving, changing environment with a can do / solution-based attitude.