WHAT YOU WILL DO
This position is responsible for leading and managing the business development activities of the team, such as identifying, negotiating, and opening new customers and sales opportunities to further grow PCPPI's beverage and snacks business. The Customer Development Manager has a national scope and is responsible for coordinating with provincial units. It has a functional relationship with Sales Managers in the area in relation to communicating activations, business plans, expansions plans, and other market development plans. It is responsible for direct selling and is accountable for achieving shipment and consumption sales objectives by managing an assigned portfolio within a customer team.
In the Food Service Channel, the position is responsible in growing PCPPI's beverage and snacks business in the Top 20 On-Premise accounts which contribute to 80% of the total Food Service business.
1. Customer Management
- Develops customer-specific business plans that support and align with customer marketing and sales strategies
- Executes business plans, including maximized volume potential, increased merchandising effectiveness, product portfolio growth, and optimized category share, according to the sales and distribution strategies
- Creates, establishes, and manages customer-specific scorecards to monitor sales progress, and identify sales gaps and market opportunities
- Monitors key metrics to track progress and adjust the plan when necessary to deliver the results
- Manages trade spend to ensure that spend stays within the budget and ROI is maximized
- Ensures alignment between internal and external stakeholders while growing and maintaining relationships with key stakeholders
- Forecasts monthly sales by brand, pack, and SKU and ensures attainment of Sales Forecast Accuracy targets
- Leads annual business planning process (WCCE)
- Collaborates with customers to achieve their P&L targets and other relevant business targets
- Establishes customer wiring plan across all levels and functions, and ensures consistent and timely execution
- Influences and works with different functions within the organization to ensure full alignment to the customer and company business plans and to drive long-term business objectives
- Communicates feedback from the customer and provides the voice of the customer to the company to understand and address customer needs, and accomplish goals and objectives, including the launch of new items and optimal 4P execution
2. Selling Activities and Sales Insights
- Leverages business analytics to influence customer and company decision-making at the top-to-top level
- Translates sales objectives into customer strategy, business plans, and distribution plans through the creation of impactful and insight-based communication tools (e.g., presentations)
3. Accounts Receivables Management
- Manages and controls Accounts Receivables through regular reconciliation of payments and working closely with the Settlement team to ensure collections are being done
- Updates and monitors promotional plans to ensure that costs remain within the approved budget
4. Cost Management
- Manages and controls Accounts Receivables, market spending, and other financial resources of territory/accounts assigned to ensure attainment of financial targets (e.g., DSO, OPEX)
- Prepares department budget, monitors, and ensures operational expenses are within the approved budget.
- Evaluates and implements cost-savings opportunities while maintaining the quality and level of service.
5. Organization and People Development
- Coaches, mentors, and identifies training and developmental needs and job competencies of line personnel to build a well-informed, well-trained, empowered workforce, and stable organization
- Develops job descriptions and performance measures of subordinates and communicates the same to subordinates. Complies with Performance Appraisal policy
- Conducts periodic staff meeting to update plans and initiatives
- Engages the workforce in establishing harmonious relationships and follows the proper implementation of Company Rules & Regulations, including discipline, work attendance, etc.
- Provides feedback, motivation, recognition, and support to the team to enhance engagement
6. Environment, Health, Safety, and Security
- Incorporates environment, health, safety, and security compliance in the planning and implementation of Customer Development strategies and initiatives
7. Other job-related duties and responsibilities as may be assigned from time to time.
WHAT WE ARE LOOKING FOR
- College Graduate: Degree in Business Management, Marketing or other relevant business or engineering degrees.
- At least 5 years of strong experience in key account management, customer development, and customer relationship management in the fast-moving consumer goods or food and beverage industry
- Demonstrated success in driving and achieving sales volume, market share, and revenue targets for key customers, preferably in the fast-moving consumer goods industry
- Expertise in customer development, customer relationship management, market and channel strategies, and market and customer insights, particularly across retail and on-premise channels
- Strong business acumen with high level of understanding for key financial indicators.
