Job Overview

Responsible 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 .Included in the role is the development of the assigned distributor sales team capability.

Job Responsibilities

Key Accounts Management

Develops 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 availability
Optimises 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 growth
Effective 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-store

Sales Force Management and Engagement

Effectively 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 Alignments

Develop 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 expectations

Develops multi-year plans, effectively builds relationships and orchestrates resources across customer organisation to maximise mutual business opportunities.
Focus on developing superior partnering skills both internally and externally and shows strategic ability at the customer level.

Food Safety

Vigorously enforces Quality and Food Safety Procedures and standards within areas of responsibility
Reports any incident or even potential occurrence of deviation from Quality and Food Safety standards to the Line Manager/Quality Representative

Job Qualifications

Graduate of any Business Course
At least seven (7) years in Sales with 4 years minimum in Modern Trade
Sales background with experience in managing key accounts in FMCG preferably MNC
Strong 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.
Must possess a valid driver's license
Willingness to travel

Customer Development Leader (CDL)