Customer Development Executive

Who We Are

Colgate-Palmolive is a global consumer products company operating in over 200 countries, specializing in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. We are guided by our values of Caring, Inclusive, and Courageous, and we foster a culture where everyone can thrive.

Job Purpose

Ensure width and depth of distribution of Colgate Palmolive products in the assigned zone and implement Customer Development strategies to achieve sales and distribution objectives.

Job Context & Challenges

Ensure effective execution of Customer Development strategies and scheme rollouts by working closely with stockists, Distributor Sales Representatives (DSRs), and Pilot Sales Representatives (PSRs).

Key Accountabilities

Distribution Management

• Manage trade operations and identify new markets/accounts for direct coverage
• Add specialty wholesalers and classify stores accurately by retail environment (RE)
• Guide DSRs to reduce non-purchasing outlets
• Optimize activation usage to drive sales
• Ensure efficient sales calls, range selling, objection handling

In-store Management

• Prioritize key accounts for visibility, ensuring coverage of top 2 outlets in each route

Market Updates

• Analyze competitive intelligence on new products, schemes, activities, and developments

Data-Based Working & Communication

• Use data insights to enhance performance
• Set visit objectives and review DSR/PSR and stockist performance

Developing & Training

• Train salesmen on product assortments and medical store strategy (PASSION)
• Mentor DSRs and resolve field issues

Meetings

• Conduct weekly/monthly salesmen meetings covering:
• Route-wise STT and toothbrush STT
• Route-wise ERC and productivity
• Brand-wise ERC, visibility booking, HN1 tracking
• Best practice sharing and mock calls

Reporting

• Compile reports as per ASM guidelines

Relationship Building

• Maintain strong relationships with stockists and trade partners
• Collaborate with key wholesalers for growth
• Communicate program success stories and resolve trade issues

Required Experience

• Minimum 1 year of experience in FMCG, preferably in similar market environments

Diversity, Equity & Inclusion

Colgate is an equal opportunity employer committed to inclusion. Reasonable accommodations are available for applicants with disabilities.