Customer Business Growth Specialist

7 days ago


Kolkata, West Bengal, India Colgate-Palmolive Company Full time

Job Context & Challenges

As a key member of the Colgate-Palmolive Company team, you will be responsible for driving business growth through effective execution of customer development strategies and schemes. This will involve close collaboration with stockists, distributor sales representatives, and pilot sales representatives across the zone to ensure seamless execution and maximum impact.

Key Responsibilities:

  • Distribution Management
    • Trade management
    • Identify and acquire new markets/accounts
    • Ensure the addition of specialty wholesalers
    • Classify stores in the route list according to the correct retail environment
    • Direct DSR efforts to reduce the number of non-purchasers
    • Optimize activation usage to drive sales
    • Ensure sales call efficiency
    • Selling stories, range selling, and handling objections
  • In-store management
    • Prioritize accounts for maximum impact through visibilities (ensure coverage of top 2 outlets in every route)
  • Market Updates
    • Secure and draw insights from available competitive information regarding:
    • New products
    • Activities
    • Schemes
    • Any other developments
  • Data-driven working and communication
    • Utilize data to drive overall business performance
    • Set objectives for market visits
    • Review salesmen and PSR performance against plan
    • Review stockist performance against plan
  • Training and Development
    • Train and develop salesmen through required training modes (e.g., new products, toothbrush assortment, PASSION understanding)
    • Mentor and empower salesmen to perform well by ensuring CP benefits are availed by DSRs
    • Address and support issues faced by salesmen in the field
  • Meetings
    • Conduct effective monthly and weekly salesmen meetings
    • Share updates on route-wise overall STT (sales to trade)
    • Route-wise ERC and productivity
    • Visibility booking
    • HN1 tracking (Hero No. 1 incentive)
    • Best practices sharing and mock calls
  • Reporting
    • Compile reports and information as per requirements communicated by ASM
  • Relationship Building
    • Maintain trust and understanding in working with stockists and trade
    • Share success stories and communicate programs to build off-takes
    • Mutually work towards category growth
    • Resolve issues

Requirements:

  • 1 year plus of experience in FMCG companies, with a similar market environment

Our Commitment to Diversity, Equity & Inclusion

Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status, or any other characteristic protected by law.



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