1. Overall Objective

• Develop and grow the business of his/her customers portfolio in the relevantaspects of Distribution, Sales, Key Account Management, and Category Management

• Define a local plan in order to exploit the potential of the categories(based on international core range and (NPD: New Products Development)

• Help to develop a superior shopper and customer understanding improving theShopper KPIs

• Act as a role model within the sales organization in promoting and living theprinciples in the daily business.

• Define specific OGSM for his/her Customers portfolio

• Work on customers segmentation and solid customers plan.

• Profitable growth of the business, Grow t/o. share, Generate more customercontribution 4 2. Accountability, Target Setting, relevant KPI on customers managed

• Net Sales, Net & T.O. Share in the customer

• Customer Contribution

• Distribution Points3. Key TasksSales

• proper Develop Distribution, Sales, - and Merchandising targets (short, midand long term) for his/her customers

• Implementation of core range and new initiatives

• Implement regular and standardized analysis & reporting of actualbusiness-performance (customer sales, product-sales, distribution, andmerchandising) versus agreed targets

• Define and implement corrective measures in case of deviations versus targets

• Manage and negotiate Trade Budget investments challenging the ROI.

• Negotiate and implement price list increases

• Provide logistics function with regular sales-forecasts by product

• Optimisation of supply chain efficiency with customersKey Account Management

• Work on OGSM and consequently define working customer plans, according tolocal sales plans

• have regular business and category reviews

• professional in negotiations in all aspects (listings, rebate structure, outlet-distribution, discounts, promotions)

• Monitoring and benchmarking of trade rebates and net pricing

• Initiate and implement category management projects and JBP’s

• Optimize supply chain in order to increase customer service and contribution Category Management

• Create and implement tailor made promotional plans

• Have a Category Management culture and consequently have Catman as top ofmind strategic vision to be developed with customersMarketing

• Active work with Product Shopper Marketing team in order to ensure:o Product rotation in and off shelfo Profitability per shelf metero Shopper KPI achievement

• Implemenation of Masterplan and core range assortment

• Monitoring of local market and competitive activitiesPersonnel / Leading:

• Experienced with good contacts to buyers and other decision makers of acategory in the trade

• Strong negotiator and „concept seller“ with a clear customer orientation andunderstanding to creatively develop win-win positions for all involved parties

• Eager to become a professional manager by identifying and realising businessopportunities for the trade

• Never satisfied with the „current situation“ and hungry to over-achievetargets

• A true Leader with excellent communication skills and the understanding thatworking processes and teams are important to be successful

• Looking at big companies as learning sources to become better and moreeffective every day

• Develop priorities and action plansfor Salemen/ Merchandisers regarding theircustomers

Job Details

Preferred Candidate

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