Customer Development Executive
Transmed
مجموع سنوات الخبرة :10 سنوات, 9 أشهر
Handling company's frozen food portfolio including brands such as Siblou, Adriana, Lamesa, Dr Oetker, Orvital, Trebon in Supermarkets channel across Dubai and Northern Emirates.
Accounts handled include Spinneys, Aswaaq, Choithrams, Al Maya, RAK National, Nesto, Manama.
Monthly Volume, Hit Rate, OOS%, MSL Compliance and Reach are key deliverables for this position
Customer Business Development:
Negotiate the terms of BDA Contracts with Customer Head Office, deploy these to In-Store team to facilitate execution and monitor compliance on monthly basis
Managing Key Accounts communication on a head office level (Listing new SKUs and brands, Promotions & Activities, Business Reviews)
Analyze the market share of each brand based on the customer sell-out data and devise strategies to counter competition and grow our market share.
Weekly meetings with Category Managers to review, plan & analyze our brands
Develop a Joint Business Plan that delivers on Customer and Company objectives.
Own the customer scorecard to be updated regularly and shared internally and externally.
Develop and Deploy Category Management Projects:
Conceptually sell the projects to the customer while commercializing the benefits from every element within the project.
Track execution to ensure Compliance VS Agreement.
Provide In-Store team all the support tools needed in terms of POSM, HO alignment on project details etc... to facilitate execution.
Share project close out reports internally and externally bringing forward any needed areas of improvements on the execution.
Develop Brand Initiatives and Sales Business Plans
Develop a promo and initiative calendar specific to each account and lock the deals with the customer head office.
Tailor the sales business plans to customer needs in order to maximize the volume generated by these plans at the customer and to ensure we gain Share VS Competition.
Communicate the plans to In-Store team effectively and manage the Backend of “My Store” to ensure timely and high quality executions.
Track execution to ensure Compliance VS Agreement.
Secure the necessary support elements from Brand team to ensure flawless executions of the initiatives (Trade fund investments, Promotion, POSM, Concept Sells, activations etc...).
Handling company's food portfolio including brands such as Lacnor, Kellogg’s, Pringles, Bahlsen, Walkers, Solen, Castania, Aptamil, Bebelac, Dr. Oetkar, Siblou, Lamesa and Adrianain Modern Trade Key Accounts in Dubai and Northern Emirates of the UAE.
Execute In-Store Fundamentals:
Ensure Transmed products are distributed and available on shelf across assigned stores in line with the brand’s core SKUs for each store.
Ensure Transmed products are shelved with the right visibility (shelf share) and planogram across assigned stores in line with the brand’s shelf share, planogram and placement guidelines.
Ensure all visibility elements (shelf shares, POSM, planogram etc.) aligned in Transmed’s JBP with the customer are executed across assigned stores.
Ensure the implementation of Annual Commercial Agreement Contracts in assigned stores.
Execute Monthly Initiatives & Business Plans:
Implement Monthly Initiatives/Promotions/Events across assigned stores as per brand guidelines and as per the plan deployed by the CDO team.
Prepare additional sales and promotion plans specific to each outlet, execute them getting the right Returns on investments.
Build Customer Relationships:
Acquire deep understanding of the assigned stores’ strategies and their shopper needs in order to be able to devise the right execution for the store.
Spot business building opportunities in the assigned stores, negotiate with store managers for additional boost in sales and achieve targets.
Build & maintain strong customer relation to facilitate collaboration and the achievement of desired business results.
Manage the Merchandisers:
Manage the assigned merchandising team in terms of appearance, discipline, attendance and professionalism and ensure they deliver on their job responsibilities
Manage the work schedule, Journey Plan and leaves of the assigned merchandising team
Ensure the merchandisers are trained on the products and on the technical skills required to perform their daily duties
Category Management:
In charge of Stationery, Light Household and Food category and managing company’s business in Modern Trade Key Accounts such as Carrefour, Spinneys, LuLu etc.
Handle the complete process (Registration, listing etc.) to start the business with key accounts and negotiate the terms of Agreement Contract.
Managing stock levels and handling procurement of concerned category SKUs through our suppliers in Saudi Arabia and China.
Responsible for product improvements of private label brands in terms of Quality, Designs, Packaging and Artwork face lift.
Account Management:
Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, merchandising and retail opportunities, profitability, trade terms, securing sites.
Monitor the accounts’ performance against business plan and develop alternative strategies when needed.
Develop and implement initiatives/promotions specific to each account.
Maintain a physical presence in the field to reinforce the account strategy, in-store execution and identify high performers.
Regular visit / follow-up with stores to ensure proper visibility, availability & pricing.
Report sales results, market trends, and competitor updates on a weekly basis.
Develop good relationships with purchase managers / store managers for orders / re-orders.
Explore & initiate new channels for sales maximization.
Achieve monthly sales targets.
Leading the team:
Lead a sales team comprising of 8 Sales Representatives and 40 Merchandisers on the day-to-day operations and to drive visibility and off takes through the modern trade outlets.
Critical for the sales representatives and merchandisers is to motivate them and ensure that all in-store execution problems are quickly resolved.
Setting sales targets for individual reps and team.
Developing sales strategies to help the team achieve desired business objectives.
Monitoring team's performance and motivating them to reach targets.
Coordinating the entire sales process right from the placement of order till the receipt of payment.
Vital link between customers and the company, addressing to each aspect of client servicing.
Attending to the entire walk in customers, addressing their enquiries and working out the prices.
Collecting leads from various sources which identify prospect.
Following up on customers’ requests / complaints; ensure our customer remains satisfied.
Achieve sales target & handle business and product development.
Tapped new markets to promote product with active participation in promotional campaigns.
Visiting new clients on a regular basis, noting their enquiries and quoting them price.
Involved in periodical stock checking & visual display of items.
Do pre & post sales follow ups.
Drive efforts in increasing sales profitability through setting up goals.
Staying abreast on market trends and monitoring competitors’ activities to define new competitive plans.
Streamlining the coordination between production and sales by judiciously assigning priorities to orders, handing over to production and taking follow-up.
Handling the arrangement and documentation of export orders
Arranging deliveries on a daily basis
Prepare & submit MIS Reports to Management on sales activities.
Take care of Sales Return issues.