Customer Development Manager
Hill's Pet Nutrition
North Island, New Zealand
9d ago

Task

Develops and implements agreed annual business plans for Tier 1 customers ( external)

  • Deliver sales volume & net sales objectives for each customer.
  • Space / visibility within designated accounts of Hill’s existing products.
  • Rapid acceptance and distribution of new products & increased distribution on existing products
  • Work with customer and commercial team to deliver JPB category initiatives.
  • Develop business plans to align with Pet Doctors, Care Vets, PetStock, Pet.co.nz, Pet Centre.
  • Leverage business analytics to improve fact based discussions. ( ROI)
  • Develops and implements agreed promotion plans which respond competitively to the needs of the customer and which are consistent with overall sales and marketing plans.
  • Monitors competitor activity in each account. Action appropriate response, formulate and implement where necessary, and that all relevant competitor information is disseminated
  • Monitors the achievement of sales objectives with each major account and identifies and proposes plans for exploiting business development activities and implements plans for remedial action where necessary.
  • Maintains close contact with the key decision makers in each account to allow the development and maintenance of excellent relationships between the Company and customers.
  • Drives integrated commercial planning for customer development team. ( internal)

  • Brief all functions involved in the delivery of agreed customer support of business development activities in an accurate and timely manner.
  • Work closely with marketing to deliver & execute category projects
  • Work with team to prepare commercial plans and ROI.
  • Allocate commercial investment for customers into 6P activities aligned with the RE / Brand strategies.
  • Improve forecasting using CBP in collaboration with CS&L
  • Spend time in-field with Territory Managers, providing coaching & feedback.
  • Develop direct report(s) through PM&D process to ensure appropriate skill development and career progression
  • Education / Experience Requirements

  • Basic qualifications include : Tertiary qualified
  • Preferred qualifications include : Business or Industry related.
  • Expected Areas of Skills

  • Sales experience in an FMCG or nutrition company and sales management experience desirable
  • Strong strategic vision and thinking skills
  • Ability to work in a team environment, collaborating with others to meet customer needs while achieving Hill’s goals
  • Internal Stakeholders :

  • Customer Service & Logistics Manager
  • Finance Manager
  • Field Sales Manager
  • Marketing Manager
  • Travel Requirements

    Expected percentage of travel : Up to 25%

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