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Customer Development Manager

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Date: Mar 17, 2018

Location: Bucharest, B, RO

Employee Referral: lei300.00  Romanian Leu

No Relocation Assistance Offered


Location: Bucharest, Romania

Travel: up to 10%


A. Reporting Relationship

The Customer Development Manager reports to Direct Trade Customers Development Team Leader.


B. Job Objective

The Customer Development Manager is responsible for achievement of Sales targets through accurate planning and excellence in execution.

He/She must develop and support the partnership between Colgate-Palmolive and the Customer(s) at headquarter level, without excluding the store managers, by nurturing contacts and agreeing the execution of daily business routine.

He/She will provide direction for the Field Team, through permanent feedback and information, specific for Customers, in order to achieve sales, merchandising and marketing objectives for all Customers in the assigned portfolio.


C. Duties and Responsibilities

The Customer Development Manager plays an integral role in ensuring profitable growth by:

Planning the Business Objectives


  • Developing and implementing sales strategies and tactics that are aligned to broader sales vision and strategy and ensuring that the sales plan takes into account a broad range of Colgate internal factors (e.g., brand and category strategies and objectives) and external factors (e.g., competition, economic environment, the Customer's  business strategy, and  the channel's  and Customer’s shopper).


  • Use the local planning tools (Colgate Business Planning) to translate the company’s sales strategies into specific operational sales objectives for each Customer, considering volume, pricing, distribution, investment, promotional up-lift, cannibalization from promotion, account inventory level, other customer specific aspects.


  • Participate actively into monthly Commercial Discipline (Colgate Business Planning) and work closely with Retail Marketing, Demand Planning and Customer Development Finance to assess potential gaps for Customer performance. Initiate and coordinate the Action Plan meant to cover the gaps.


Implementing the Business Plans


Customer Relationship

Building and managing relationships with key players in the Customer(s) organization at the national and/or store level.


Customer Negotiations

Conducting negotiations as necessary: contracts, new product listing, share of shelf, displays, promotion execution, at the national level.


Category Management Partnerships

Fostering Category Management partnerships with strategic Customers, facilitate the meetings and support Retail Marketing team during Category Development workshops.


In Store implementation

Negotiate with Customers the 5P targets: assortment by store format (including product availability), pricing in line with strategy, placement based on agreed planograms or recommendations and promotions and POP materials implemented in line with promo strategy.


Coordinating special events (store-level sell-in and communication, materials management in-store etc.) in collaboration with Retail Marketing team and the In Store Visibility Coordinator.


Improve Promotional Efficiency

Gaining access to scanning data in order to drive fact-based decisions, improve promotional ROI and overall business performance for Colgate-Palmolive and Customer.


Promotions evaluation

Support Customer Development Finance and Retail Marketing team with data for pre and post-promo evaluation for all promotions and use the results to refine the Customer tactics.


Performance Tracking

Monitoring sales and distribution performance, particularly for new products, and taking timely action to drive continuous improvement.


Monitoring orders

Working with Customer service and logistic to track orders, troubleshoot, and achieve Customer service KPI's.


Improving Supply Chain Efficiency

Working with Customer Development Customer Service and Logistic to understand Customer's needs and to ensure on-time and complete delivery.

Monitor the level of inventory at Customer level and take timely actions to address potential issues.


Retailer perspective

Identifying the Account’s plans for developing or shopper orientation and providing the information to the Commercial Team in order to develop the Customer tactics.


Monitoring Competition

Monitoring competitive activity at store level, recording and consolidating key activities, monitoring speed and breadth of distribution, identifying competitive best practices and discussing with TL so that they can proactively respond with strategic/tactical refinements.


Problem solving

Resolving operational issues at head/regional offices or in-store


D. Competencies Required

  • In depth understanding of Trade
  • Strong Business and Financial Analytical skills
  • Promotional Effectiveness
  • Excellence in field execution
  • Managing customer negotiations
  • Cross-organizational collaboration
  • Supply Chain Perspective
  • Good understanding of category management principles
  • Comprehensive knowledge of insights about the behavior of consumers and shoppers 
  • Strategic Thinking
  • Good English knowledge
  • Computer skills
  • Clean driving license (B category)


E.Specific Requirements

  • Very good communication and interpersonal skills
  • Excellent negotiation skills
  • High level of energy, commitment and drive


F. Education and Experience Required

  • University graduate
  • At least 2-year sales managerial experience, preferably with fast moving consumer goods company.



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 Chain Manager, Marketing Manager, Supply, Demand Planner, Supply Chain, Operations, Marketing

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