Customer Development Executive (Mbeya)

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.