Customer Development Manager-Discounters (174119)

Overview

Relocation Assistance Offered Globally

Who We Are

Key Responsibilities

• **Strategic Accounts Partnership:** Lead the negotiation and execution of long-term strategic customers with key discounter accounts to secure category growth, volume commitments, and optimal visibility.
• **Commercial & P&L Management:** Own the channel’s P&L. Optimize trade spend, manage margins, and design cost-effective promotional frameworks (such as Everyday Low Price/EDLP models or high-volume multi-packs) suitable for price-sensitive shoppers.
• **Supply Chain & Availability Optimization:** Collaborate closely with Demand Planning and Logistics teams to maintain high case-fill rates and eliminate Out-of-Stock situations.
• **In-Store Execution Excellence:** Manage and coach a regional team of field supervisors and merchandisers to ensure flawless implementation of planograms and share of shelf.
• **Tailored Portfolio Strategy:** Identify whitespace opportunities and introduce specific SKU mixes (e.g., promotional bundles, value sizes) engineered exclusively for the discounter format to prevent channel conflict with hypermarkets.
• Scope of Responsibility:
• The CDM is responsible for:
• Achieving Sales Goals, Margin & Volume targets on his Accounts and ensure 5P Execution in Store
• Trade Spend ROI Optimization: Evaluating promotional investments and discount structures to eliminate underperforming tactics, ensuring every commercial riyal spent directly drives high-volume velocity while protecting net margins within the highly price-sensitive discounter channel.

• EDLP & Price Architecture

• ROI Mechanics
• Developing the partnership between CP and a group of accounts at the store and regional level by building relationships and negotiating with Store Operations/in-store personnel.
• Providing Feedbacks on Competition Intelligence, In Store environment to ensure right tactics are employed and report to General Manager.
• Ensuring tailored plans / Promotions are developed with RM & Executed in Accounts.

Business Development & Customer Relationship

• Cascade Channel Strategy developed by General Manager in the selected Accounts on both qualitative (5P’s) & Quantitative (Sales per Account, per Store, per Category and per SKU)
• Building and managing relationships with key players (Junior Buyers & Store Manager) at the regional and/or store level.
• Conducting negotiations as necessary (planograms, displays, promotion execution etc) at regional office and/or store level.
• Coordinating special events (store-level sell-in and communication, materials management in-store etc.) in co-operation with the Retail Marketing Team and General Manager.
• Maximizing P&L Account, by analyzing, identifying opportunities & action plan.
• Prepare Business Reviews (twice a year), with CDTLs & GM to meet customers and share mutual growth opportunities.
• In - Store Management: (On his group of Accounts)
• Regularly visiting stores in order to identify areas of improvement
• Coaching & giving direction to in-store staff (merchandisers) and ensuring that they are trained and updated on new products, promotions and merchandising objectives. Identifying training needs and developing training plans with the CDTL.
• Working with the CDTLs and RM to develop tools, merchandising materials and in-store programs for effective shelf management to induce shoppers to purchase Colgate products at shelf.
• Supervising & Analyzing the consistent and accurate collection of data to allow monitoring of 5P performance vs target
• Clearly communicating in-store objectives and monitoring execution of 5P targets, product availability, assortment by store format, shelf pricing (regular and promoted) promotion implementation vs plan, share of shelf and planograms, POP placement vs plan.
• Resolving operational issues at regional offices or in-store
• ***The Individual***

Education

• A minimum of a Bachelor's or similar degree is required.

Required

• At least 8 years of experience in Saudi Market
• Experience in developing Business of Selected Customers

Our Commitment to Inclusion

Equal Opportunity Employer