Customer Development Executive (Mbeya)

About the position

Qualification Undergraduate coursework in Business and/or a Masters in Business Administration is desirable. A candidates from Mbeya region or who are willing to relocate A minimum of a Bachelor's degree is required. 4 years in FMCG environment in a similar role Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently; Attention to detail Desirable: Teamwork, relationship building and leading change. Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency Previous experience working in a matrix environment International business experience Understanding of trade margins Responsibilities Distributor Management Trade management Identify new markets/accounts and bring them under direct coverage on a regular basis Ensure addition of speciality wholesalers Ensure stores in route list are classified according to the correct Ensure that DSR efforts are directed towards driving distribution, coverage expansion, product availability, mandated SKU availability per RE. Ensure optimum usage of new product launches to drive sales Ensure sales call efficiency Selling stories range selling, handling objections, etc. In-store management Prioritize accounts for maximum impact through visibility (ensure coverage of top 2 outlets in every route) Market Updates Secure and draw insights from any competitive information available in public domain regarding: New products, activities, schemes, any other developments Communication Utilize effective communication to drive overall business performance Setting objectives for market visits Reviewing salesmen and Foot soldiers performance against plan Reviewing Distributor performance against plan Developing and training Train and develop salesmen through required mode of training ( e.g. route plans adherence, new products, mandated assortment per RE, focus on coverage expansion Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission Acknowledge any issues faced by salesmen in the field and provide support to resolve it Meetings Conduct effective monthly and weekly salesmen meetings Updates on route wise overall IMS Core SKU’s IMS per RE Route wise effectiveness and productivity Best practises sharing and mock calls Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers to drive business Share success stories Communicate customer plans per RE to drive IMS Mutually work towards category growth Resolve issues, etc.

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