Sales Development Executive - WECA at Kimberly-Clark

Job Description

• To develop and implement distributor and wholesaler business plans that will deliver budgeted turnover, profit, growth, share and innovation.
• Appointing, managing, leading and directing a framework of distributors and wholesalers to increase numeric and weighted distribution and ensuring the effectiveness of field sales activities.

Principal Accountabilities

• Ensure strategic opportunities and objectives by Channel and by Category/brand are  incorporated into the Customer Business plans
• Support Marketing in the development of Customer specific Category /and or Shopper Marketing Strategies within territory.
• Continually monitor and analyze competitor activity & pricing as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
• Implement, monitor and evaluate agreed POP (pricing, promotions, ranging, and merchandising) plans on a monthly basis.
• Develop and communicate  monthly, quarterly and annual reviews to customers and/or distributors within assigned territory
• Monitor customer service levels (order fill, case fill , credit notes, on-shelf availability) and develop corrective plans to address any issues.
• Input and co-ordination of monthly, quarterly and annual demand forecast by account by brand and SKU.
• Track profitability of all distributors so as to ensure the sales mix within each of the distributor's basket is in line with the overall pricing strategy and in line with the approved issued mandates.
• Enable product knowledge with all wholesaler/distributor sales forces and identify opportunities to get the best out of the wholesaler/ distributor sales teams through individual performance management and team segmentation
• Develop and implement incentives and sales promotions that deliver to agreed sales and distribution targets in assigned territory.
• Ensure that time is spent with the merchandiser's and Distributor reps, to ensure that the customer manager has thorough and comprehensive understanding of the issues and opportunities within the market in assigned territory
• Ensure that the company at all times has the right product offer and materials in the market place relevant to its competitors and specific to the market and consumer's needs.

Job Requirements

• University degree or equivalent with at least 2 years commercial experience in the FMCG sector.
• Fluent in French for (written and verbal) is a requirement for working in Francophone West-Africa.
• Possession of a Driver's license.

Key Competencies / Skills

• Ability to analyze customer turnover potential.
• Prioritize the development and deployment of merchandisers.
• Internal and External: To provide prompt service that includes response and follow-up, professional advice, sales support to all internal / external customers.