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CDO - Madhya Pradesh - "E"

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Date: Dec 5, 2017

Location: Bhopal, MP, IN


No Relocation Assistance Offered




Job Context & Challenges (Indicate type and complexity of the challenges)

Ensure effective execution of the CD strategies and roll out of schemes by closely working with the stockists, SSMs and PSRs across the zone

Functional linkages (Indicate frequency where applicable )

Internal: CDTL, CDM, Area Managers, CDO IM, Customer Supply Chain Manager, Shopper Development Manager and Customer Finance Manager.

External: Stockists, PSRs , Stockist Salesmen and trade (As per PJP)

Key Accountabilities (A collection of duties and/or responsibilities assigned)


Related Activities

Distribution 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 RE
  • Ensure that SSM efforts are directed to reduce number of non-purchasers
  • Ensure optimum usage of activations to drive sales
  • Ensure sales call efficiency
  • Selling stories range selling, handling objections, etc.

In-store management

  • Prioritise accounts for maximum impact through visibilities (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

Data based working and communication



  • Utilize data to drive overall business performance
  • Setting objectives for market visits
  • Reviewing salesmen and PSR performance against plan
  • Reviewing stockist performance against plan

Developing and training

  • Train and develop salesmen through required mode of training ( e.g. new products,  toothbrush assortment, focus on medical stores i.e. PASSION understanding)
  • Coach and motivate salesmen to perform well by ensuring that CP benefits are availed by SSMs
  • Medical benefit
  • PPF
  • 80% of HN1 earnings, etc.
  • Acknowledge any issues faced by salesmen in the field and provide support to resolve it


  • Conduct effective monthly and weekly salesmen meetings
  • Updates on route wise overall STT
  • Toothbrush STT
  • Route wise ERC and productivity
  • Brand wise ERC
  • Visibility booking
  • HN1 tracking
  • Best practises sharing and mock calls


  • Compile reports and information as per requirements communicated by AM

Relationship Building

  • Maintain trust and understanding in working with stockist and trade in general, especially partner with key wholesalers to drive business
  • Share success stories
  • Communicate program to build off-takes
  • Mutually work towards category growth
  • Resolve issues, etc.



Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.


Job Segment: Supply, Supply Chain, Operations

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