Customer Development Representative
7 days ago
About This Role
Colgate-Palmolive Company is a global consumer products company operating in over 200 countries, offering a wide range of products including Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition.
We are currently seeking a Customer Development Executive to join our team in Kolkata, West Bengal, India. As a Customer Development Executive, you will be responsible for ensuring effective execution of CD strategies and roll out of schemes by closely working with stockists, DSRs (Distributor Sales Representatives), and PSRs (Pilot Sales Representatives) across the zone.
Key Responsibilities
- Trade Management
- Identify new markets/accounts and bring them under direct coverage on a regular basis
- Ensure addition of specialty wholesalers
- Ensure stores in route list are classified according to the correct retail environment
- Ensure that DSR efforts are directed to reduce the number of non-purchasers
- Ensure optimum usage of activations to drive sales
- Ensure sales call efficiency
- Selling stories range selling, handling objections, etc.
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 any competitive information available in the public domain regarding:
- New products
- Activities
- Schemes
- Any other developments
Data-Driven Working and Communication
- Utilize data to drive overall business performance
- Setting objectives for market visits
- Reviewing salesmen and PSR performance against plan
- Reviewing stockist performance against plan
Developing and Training
- Train and develop salesmen through required mode of training (e.g. new products, toothbrush assortment, focus on medical stores i.e. PASSION understanding)
- Mentor and empower salesmen to perform well by ensuring that CP benefits are availed by DSRs
- Acknowledge any issues faced by salesmen in the field and provide support to resolve it
Meetings
- Conduct effective monthly and weekly salesmen meetings
- Updates on route-wise overall STT (sales to trade)
- Toothbrush STT
- Route-wise ERC and productivity
- Brand-wise ERC (effective route coverage)
- 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 stockist and trade in general, especially partner with key wholesalers to drive business
- Share success stories and communicate program to build off-takes
- Mutually work towards category growth
- Resolve issues, etc.
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