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Responsibilities
- Develop and evolve a customer strategic and tactical plan:
- Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis.
- Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
- Clear volume & profit (latter as appropriate) phased goals by brand by account.
- Build a data plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.
- Execution Of Customer Plan:
- Appropriate levels of written, verbal and face to face communication with the customer ( to be determined by specific account).
- Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.
- Develop a productive business to business relationship with the customer
- Build and log a clear understanding of the customer structure, roles and individuals.
- Periodical visits to the customer to develop a trust based, mutually beneficial relationship at the all appropriate points of interaction.
- One major business review with all customer / company key personnel. Quarterly business reviews with primary contact (Buying).
- Consistently high customer service: same day response time; prioritisation and solving of customer ‘issues’ within agreed time frames.
- To an appropriate level, have a clear undersatnding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.
- Building internal multi-functional alignment to the account to achieve volume / profit goals:
- Within the specific account plan, work with line manager to focus the required internal resources against specific goals:
- Trade Marketing / Category management, time / resource allocation.
- Logistics (supply chain), time / resource allocation.
- Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
- Communication and commitment building within field support teams.
- Customer Administration:
- Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
- Build and keep updated store database for the account.
- Provide desired level of forecasting for company production planning.
- Complete all customer administration as required (eg. Promotional proposals, product files etc)
- Weekly store visits to validate compliance to account plans.
- Continually updated budget with exact status on every activity / invoice.
- Evaluation of all key customer activities within the plan (eg. Promotions)
Qualifications
- 1-3 years experience in an organised trade environment.
- Exposure and understanding of category management principals within the organised trade environment.
- Basic computing skills: Excel, Word, Powerpoint.
- Leadership Imperatives:
- Understands & manages key business drivers.
- Takes Initiative
- Creates a positive work environment.
- Functional Competencies
- Results orientation
- Planning / co-ordination.
- Influence & negotiation..
- Relationship building.
- Fluent English & Turkish
- Preferred skills and experiences:
- Personally managed at least one big account
- Having done annual agreements minimum once.
- Worked (preferably led) in a multi-functional task force to improve business results with a customer, preferably done several category management projects.
- Direct of dotted management of store/field operations
- Experience in a written communication environment. Prepared written reports and presentations regularly.
- Intellectual curiosity
- Strong interpersonal, priority setting and coordination skills
- Strong written communication skills (reports, presentations)
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