Customer Development Manager
Found in: Talent ZA C2 - 2 weeks ago
Short Intro and About the Job
Key Role is to implement category growth drivers relevant to customer / channel, embedding category strategy within customer teams and customer plans, & deploying category strategies to customer/s
1. Category Strategy
Implement Category Growth Drivers relevant to Customer / Channel Embed Category Strategy within Customer teams and customer plans Deploy Category Strategies to Customer/s2. Revenue Management
Lever 1: Strategic Pricing (Execute (promotional guidelines: frequency, depth, mechanics) in partnership with PRGM)
Owns the plan for gap of price index to target and the corrective action plan in partnership with sales team and PRGMLever 2: Price Pack Architecture (Execute)
Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM Lever 3: Mix Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM Lever 4: GTN optimisation (execute) Drives influence in partnership with PRGM in developing the right commercial selling story to drive higher ROI promotions (Plan development and pre & post evals)GPS/Forecasting business processes
Long term/AOP (bottom up plan alignment). Ensure that the retailer landscape in understand to unlock AOP ambition with the identification of all vol/val sales opportunities TLG + BB R&O. Check and adjust against DSA growth ambitions set in the AOP understanding risks and opportunities and cashing up overall impact in partnership with PRGMDPSS (Distribution, Price, Share of Shelf, Share of Feature)
Distribution execution and tracking. Monitor the strategy of where our KVI's need to be distributed incorporating shopper, category and competitor insights and development commercial selling stores to close gaps Price execution. Ensure achievement of the parameters for pricing for both day to day and promo pricing and enable course correction Share of Shelf (and flow) Track and enable compliance with course correction where required Share of Feature Track and enable compliance with course correction where required DPSS R&O and action planning (as feeder in TLG) Detailing gaps to DPSM targets to Operations; and supporting with compelling selling stories to enable gap closure.Enablers:
Customer Trading Strategy Execute OBPPC commercial trading strategies by channel Ensure bottom up plans deliver against target, and capture risk and mitigation opportunities to gap close Create compelling customer selling stories to enable delivery of all commercial objectives Briefing the Operations team on customer initiatives aligned with trading strategy, and support with selling stories to enable execution Ensure activation plans align with promo grid to maximise execution in-store and better through the line execution Innovation Planning (Execution)Ensure that all elements across Cat Strat, PRGM, GPS and DPSS are tracked and delivered for innovationGo To Market Planning and Selling Story translated from national stories to customer specific storiesVolume Forecasting validation and implementation with KAMPerformance measurement and trackingFinancialsCategory / MarketBrand / CompetitorChannel / CustomerBrand performance to TargetCustomer performance to TargetMarket performance to assumptionsPrice StrategyDPSSAd Hoc reporting / presentations
About You
Qualification(s):
Relevant Business Degree, with a Sales, Marketing or Business management specializationExperience and Skills:
Sound Category, Marketing, Operations and Key Accounts background Minimum of 8 years of experience in Category Management / Marketing / Sales in FMCG Proficient in MS Office: Excel, Word, Outlook, PowerPoint Proven success in commercial-focused environment Proven ability to develop strong working relationships Advanced communication skills (written, oral and listening) Strong customer relationship building skills Internal and external customer service skills Customer, Category and Channel Knowledge Proven ability to filter and cascade top-down feedback Excellent interpersonal skills Excellent administration skillsReason for Essential qualification & Skills:
Role needs strong acumen to develop strategy and make decisions across a variety of commercial functionsState specific complexities within the role:
A comprehensive skill set is required across category management, key accounts, brand and shopper marketing
About Us, We offer and What's next
A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoner’s potential and when we build careers based on these superpowers and when we develop everyone’s potential to the fullest magic happens. This is how we like to see Talent Management in Danone.
This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers. Challenge, innovate , convince and find alignment when needed. This role has no direct reports.
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