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Established in 1806 as a small soap and candle business in New York City, Colgate-Palmolive is now a truly global company with products sold in over 200 countries under such internationally recognized brand names as Colgate, Palmolive, Softsoap, Irish Spring, Protex, Sorriso, Kolynos, elmex, Tom's of Maine, Sanex, Ajax, Axion, Soupline, Haci Sakir, Suavitel, PCA SKIN, EltaMD, Filorga and Hello as well as Hill's Science Diet, Hill's Prescription Diet and Hill's Ideal Balance.

Colgate-Palmolive is a leading consumer products company that serves hundreds of millions of consumers worldwide with brands and products across four core businesses – Oral Care, Personal Care, Home Care and Pet Nutrition. We are committed to offering products that make lives healthier and more enjoyable, and programs that enrich communities around the world.

Every day millions of people trust our products to care for themselves and the ones they love. Our goal is to use our technology to create products that will continue to improve the quality of life for our consumers wherever they live.

A career at Colgate-Palmolive is an excellent opportunity if you seek a global experience, constant challenge, and development opportunities in an environment that respects work/life effectiveness.

Job Title:  Customer Development Executive-Indirect Trade

Travel Required?:  Travel - 75% of time or more
Full remote working option

No Relocation Assistance Offered
# 90682 - Nairobi, Nairobi Municipality, Kenya

Job Purpose

Ensure execution of aligned GTM to achieve width and depth of distribution of CP products in the given country/region and implementation of CD strategies so as to achieve the sales and distribution objectives for the country/region

Ensure effective execution of the CD strategies and roll out of schemes by closely working with the distributors , DSR’s (Distributor Sales Representatives) and foot soldiers across the country/region.


Key Accountabilities


Customer Engagement

  • Ensure regular and fruitful distributor engagement following annual JBP to execute all plans and achieve business & coverage results. Maintain top notch relationship with distributors and their team and their customers to get done what we agree to get done.
  • Regularly scan market for available distributors and verify quality in comparison to existing distributor’s performance.


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 every quarter
  • 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

  • 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



  • Utilize effective communication to drive overall business performance
  • Setting objectives for market visits (Daily/Monthly/Annually)
  • 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 i.e. PASSION understanding)
  • Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission
  • Coach each and every DSR by setting an example through first call to last call work-withs
  • Acknowledge any issues faced by salesmen in the field and provide support to resolve it
  • Execute the 7 steps of sales call (Passion training) and set the example for DSRs and merchandisers



  • Conduct effective monthly and weekly salesmen/gate meetings
  • Updates on route wise overall In Market Sales (IMS)
  • Core SKU’s IMS per RE
  • Route wise effectiveness and productivity
  • Best practises sharing and mock calls



  • Compile reports and information as per requirements communicated by CDM


Relationship Building

  • Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers & Minimarkets to drive business
  • Share success stories
  • Communicate customer plans per RE to drive IMS
  • Mutually work towards category growth
  • Resolve issues, etc.


The Customer Development Executive (CDE) plays an important role in the Region in ensuring profitable growth by:


1.Category Management:

Understands the strategic importance of category management and drives use of it in key customers; has expertise in interpreting and applying the category management 8 step processes.


2. Strategic and Creative Thinking:

Takes initiative to understand emerging consumer and marketplace trends and thinks through implications for the categories, channels and the customers; thinks in terms of regional concerns and global needs.


3. Consumer/Shopper Understanding:

Has a broad based of knowledge about the consumer (attitudes, habits, shopping behavior) for each channel; works with consumer insight professionals to define business goals and specific research objectives prior to developing trade research programs.


4. Trade Understanding and relationships:

Adapts to rapid changes by customizing the way Colgate does business with customers in the different channels; works to understand the objectives and priorities of key customers; understands the key factors driving change in the trade environment and the implications for both Colgate and its customers.


5. Cross Organizational Relationships:

Encourages collaborative planning and problem resolution across channels and categories; prioritizes what's important across functions, channels, categories, and geographies; encourages others and personally develops good working relationships with professionals in other departments, regionally, globally, and in other countries.


6. Promotional Excellence:

Helps local teams drive the use of innovative and customized trade promotions focused on the customer's consumer and channel and conducts post analyses to learn from results; selects creative ways to leverage and invest trade money to drive customer's performance and profitability.


7. Business and Global Perspective:

Stays abreast of external business developments and understands their potential impact on Colgate's performance; brings cross disciplinary knowledge to bear on issues and opportunities; focuses on profitability and considers cost options when making decisions; actively integrates external and internal best practices and trends.


8. Communications:

Keeps people well advised of plans, goals and objectives; provides clear understanding of job priorities and performance expectations; clearly and simply expresses ideas and concepts.



A minimum of a Bachelor's degree is required. Any Undergraduate coursework and/or a Masters in Business Administration is desirable.


Experience: 2 years in FMCG environment in a similar role


Required: Proficient English and local language



  • Previous experience working in a matrix environment
  • International business experience
  • French Language skills
  • Understanding of trade margins

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

Are you interested in working for Colgate-Palmolive? You can apply online and attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process. Become part of our team. We look forward to your application.

Colgate-Palmolive is a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition. Colgate sells its products in over 200 countries and territories around the world under such internationally recognized brand names as Colgate, Palmolive, elmex, Tom’s of Maine, Sorriso, Speed Stick, Lady Speed Stick, Softsoap, Irish Spring, Protex, Sanex, Elta MD, PCA Skin, Ajax, Axion, Fabuloso, Soupline and Suavitel, as well as Hill’s Science Diet and Hill’s Prescription Diet. 

For more information about Colgate’s global business, visit the Company’s web site at To learn more about Colgate Bright Smiles, Bright Futures® oral health education program, please visit To learn more about Hill's and the Hill’s Food, Shelter & Love program please visit To learn more about Tom’s of Maine  please visit

Reasonable accommodation during the application process is available for persons with disabilities. Please contact with the subject "Accommodation Request" should you require accommodation.

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