Customer Development Manager - FMCG

Key Accountabilities:

Sales Planning

- Develop the sales plan aligned with the GT sales plan for the area

- Plan for achieving annual volume targets for Premium, (across all SKUs) , while ensuring availability across all accounts

- Bifurcate the sales targets by brand, SKUs and outlets basis sales trends, potential etc.

- Engage with the supervisor monthly for expense budget basis the sales and marketing plan

Account Management

- Liaison with critical stakeholders at the key outlets to ensure continued business. Help drive increased footfalls at the outlets through campaigning and customer engagement activities

- Bring in sponsorship for key events at the outlets. Build a business case to secure the sponsorship

- Oversee execution of sponsored events at the outlets ensuring maximum visibility through collaterals, communication, sales exclusivity etc.

- Ensure timely payment of discounts to the outlets. Collect required documentation and follow up with the Finance team for timely disbursement.

- Support supervisor in implementation of promotion activities/campaigns at the outlets of the Group Accounts as planned at the Head-Institutional Sales level

Sales Operations

- Oversee Draft Operations for timely delivery to the outlets

- Collect liquor license copy from the outlet and share with the brewery for approvals from the excise

- Support outlet in procurement of draft machinery and collaterals. Communicate with the 3rd party transporter for provision of draft to the outlet

- Train outlet and on-board onto the draft servicing

- Visit outlets to ensure adequate stocking of all SKUs. Convince stakeholders (owner, beverage manager, bar incharge etc.) to stock

Market Research

- Engage with key stakeholders at the outlets to gather market intelligence around competitor activities, consumer behavior, demand etc.

- Map competition brand and volume presence outlet wise where other brands are also selling. Compare and assess competitor presence; Analyze placement of company SKUs vs competitor SKUs

- Observe competitor trade marketing assets and strategies to assess company visibility share w.r.t. competitors

Relationship Management/ Team Management

- Coordinate with brewery team to ensure timely delivery for required beer cases and draft beers.

- Engage with outlet owners, beverage managers, bar in charges to successfully implement marketing campaigns and drive strategies to push company products, brands and interests in order to increase company sales and brand equity.