Customer Development Executive

Job Purpose

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

Job Context & Challenges

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

Key Accountabilities

Distribution Management

• Manage trade activities and identify new markets/accounts for direct coverage
• Add specialty wholesalers
• Classify stores accurately by Retail Environment (RE)
• Guide DSRs to reduce non-purchasers
• Drive sales through activations
• Ensure sales call efficiency, range selling, and objection handling

In-store Management

• Prioritize accounts for visibility impact; cover top 2 outlets in every route

Market Updates

• Track public domain insights on new products, activities, schemes, and other developments

Data-Based Working & Communication

• Use data to enhance business performance
• Set objectives for market visits
• Review DSR, PSR, and stockist performance against plans

Developing & Training

• Train salesmen on new products, toothbrush assortments, and PASSION understanding
• Mentor salesmen and ensure access to CP benefits
• Address and resolve field issues

Meetings

• Conduct effective monthly and weekly meetings with salesmen
• Share updates on:
• Route-wise overall STT and Toothbrush STT
• Route-wise and brand-wise ERC
• Visibility booking, HN1 tracking
• Best practice sharing and mock calls

Reporting

• Compile reports as required by the ASM

Relationship Building

• Maintain strong relations with stockists and wholesalers
• Share success stories and promote programs for off-take
• Collaborate for category growth and resolve issues