Business Development Executive - Lagos (Experienced) at Beiersdorf

Your Tasks

• End to end management of Distributors/Key customers. Deliver the company targets within Distributor Markets while driving profit, growth and gain share. Develop and execute Key Account plans OTIF, evaluate and course correct if necessary

Principle Accountabilitie

Financial Business Management

• Customer volume forecasting, customer budgeting (including shopper marketing annual expenditure) and TTC delivery phased by month and by category.
• Full understanding of the Customer “P&L” or Net sales calculation (Volume/Gross Sales/Product Sales/Net Sales)

Analytics and Reporting

• Providing an accurate sales forecast annually and monthly.
• Use/analyse data sources (promotional activity, ROS, customer stock holding) and trends to enable sales forecast.
• Develops optimal integrated promo plan, analyses promo ROI and manage promo investments
• Application of full demand planning process.
• Plan and set up meetings with the relevant customer contacts.
• Prepare monthly & quarterly customer reviews with analysis and recommendations to address risks and opportunities.
• Conduct on an ongoing basis, report on issues and opportunities, share performance, pricing and new innovations in market

Shopper & Customer Marketing

• Understanding of shopper behavior and insights to optimize path to purchase within account.
• Collaborative workings with S&CM Team to craft account specific shopper-led activity.
• Implementation of NPD and core business support plans

Stakeholder Management

• Develop and execute strategic joint business plans with customers/ Use of customer economic model i.e. Penetration x Frequency x Basket spend x Margins - operational cost= Cash profit
• Manage and network within senior customer organization cross - functionally to deliver against JBP.
• Responsible for the achievement of sales and profitability for both the customer and business

Selling & Negotiating

• Utilization of selling and negotiating tools/skills to drive value creation for Beiersdorf as well as the customer, by leveraging the correct portfolio mix, which aids in driving overall category profitability
• Business management: Joint business planning to drive growth for Beiersdorf and customer, using the Customer Economic Model.

Operational Excellence

• Share of shelf: Ongoing engagement with customer to ensure allocation of correct share of shelf
• Placement: Ensure correct placement of ranged sku’s in accordance with agreed planogram.
• Distribution: Ensure availability of ranged sku’s.
• Promo compliance in place where agreed
• NPD on shelf, as per agreed ranging: KAM to have NPD listed and ordered into DC’s 2 weeks post STT

Sales Administration

• Price increase: communication and agreement obtained within customer SOP
• NPD’s: list and range per store profile
• Assortment: agree correct assortment on shelf through distribution reports.

Your Profile

• Candidate Requirement
• Education & Experience -BCOM or equivalent
• Minimum 4-6 years in key account management
• Working in SADC Markets would be an advantag

Skills & Abilities

• Computer literate i.e. proficient in Microsoft office (Advanced Excel, Power point, Word).
• High degree of analytical capability
• Strong Sales, Execution Management & negotiations skills
• Business + Entrepreneurial acumen/Financial Skills
• Business Management Skills /Joint Business Planning