Customer Development Leader

Mars Manila, National Capital Region, Philippines 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 to the National Distributor team. Included in the role is the development of the assigned distributor sales team capability. Key Responsibilities Key Accounts Management Develop customer account plans to win in the key account: engagement with SCM partners/accounts, identification of clear customer building blocks and physical availability Optimise range, distribution, points of engagement in‑store, value and promotional metrics to continually add to customer value and ensure excellent execution in place Perform strategic sales analysis (e.g., by brand, category, off‑take trends & market share) to deliver business growth Efficiently manage and deploy activities and trade expenditure and/or trading terms to ensure total spend adheres to agreed CTS, TLI and Trade ROIs Ensure 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 Ensure timely execution to support delivery of tasks and projects to attain joint objectives Protect the company’s interest, brands and tools in all aspects of business in the customer/territory Manage and control company properties and resources assigned to him/her Perform other duties as may be assigned by the CDH Mid‑Term Vision: Role & Performance Expectations Develop multi‑year plans, effectively build relationships and orchestrate resources across customer organization to maximise mutual business opportunities Focus on developing superior partnering skills both internally and externally and demonstrate strategic ability at the customer level Food Safety Vigorously enforce Quality and Food Safety procedures and standards within areas of responsibility Report any incident or potential deviation from Quality and Food Safety standards to the Line Manager/Quality Representative Qualifications Graduate of any Business Course At least 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 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 & prioritisation skills Ability to understand category leadership/management, draw insights and create compelling stories to drive business growth Potential to develop and grow to the next level Must possess a valid driver’s license Willingness to travel Customer 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 Ability to assess needs, propose mutually beneficial solutions, overcome objections, demonstrate resilience and manage conflict with a positive & confident mindset and close to maximise 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 make 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 Seniority Level Mid‑Senior level Employment Type Full‑time Job Function Food and Beverage Manufacturing Referrals increase your chances of interviewing at Mars by 2x #J-18808-Ljbffr