Senior Customer Manager Jobs at Kimberly-Clark

Main Purpose of the job
To develop and implement customer and/or distributor business plans that will deliver budgeted turnover, profit, growth, share and innovation targets by category and /or brand within the region. Including appointing, managing, leading and directing a framework of distributors and wholesalers to increase numeric and weighted distribution and ensuring the effectiveness of field sales activities.

Main Responsibilities
Develop and implement a customer and /or distributor business plan that is aligned to the customer’s and/or distributors needs, KC business & GBA objectives , marketing and category plans and will deliver budgeted growth targets by category (to be done jointly with Customers and/or distributors where appropriate).
Ensure strategic opportunities and objectives by Channel and by Category/brand are incorporated into the Customer Business plans
Support the BTA’s in the development of Customer specific Category /and or Shopper Marketing Strategies.
Continually monitor and analyze competitor activity & pricing as well as customer performance against the agreed objectives and if required, develop and implement the appropriate corrective action to ensure that targets are achieved.
Implement , monitor and evaluate agreed POP ( pricing, promotions , ranging, merchandising) plans on a monthly basis.
Ensure all pricing is negotiated in line with KC and GBA objectives and that pricing is effectively administered
Develop and communicate monthly, quarterly and annual reviews to customers and/or distributors
Liaise with logistics, planning, debtors and field sales / distributors to ensure that the customers’ service needs are met.
Monitor customer service levels ( order fill , case fill , credit notes, on-shelf availability) and develop corrective plans to address any issues.
Negotiate and agree trading terms , pricing and distributor contracts based on the business objectives and strategic importance of the Customer ( to include annual growth targets by category, promotional spend, payment terms, delivery allowances) and distributors- where applicable.
Input and co-ordination of monthly, quarterly and annual demand forecast by account by brand and SKU .
Track profitability of all distributors so as to ensure the sales mix within each of the distributors basket is in line with the overall pricing strategy and in line with the approved issued mandates.
Enable product knowledge with all distributor sales forces and identify opportunities to get the best out of the distributor sales teams through individual performance management and team segmentation. Develop and implement training programs
Develop and implement incentives and sales promotions that deliver to agreed sales and distribution targets
Ensure that time is spent with the reps, to ensure that the customer manager has thorough and comprehensive understanding of the issues and opportunities within the market.
Ensure that K-CSA at all times has the right product offer and materials in the market place relevant to its competitors and specific to the market and consumers needs.
Re-define geographic territories as and when the business requirement presents itself and constantly look at new and innovative ways to improve the K-CSA route to market for the indirect channel.

Job Requirements
Required Qualifications / Experience
Matric and Tertiary Education (minimum 3 year Degree/Diploma) with at least 3-5 years selling and/or marketing experience, of which 2 years must have involved senior management level interaction (either internal or external) within a company operating in the SA (or other KCC affiliate) FMCG market.

Required Qualifications / Experience
Matric and Tertiary Education (minimum 3 year Degree/Diploma) with at least 3-5 years selling and/or marketing experience, of which 2 years must have involved senior management level interaction (either internal or external) within a company operating in the SA (or other KCC affiliate) FMCG market.

Key Competencies / Skills
Good interpersonal skills
Excellent communicator
Decision making
Ability to work under pressure
Influencing skills
Strong negotiating skills
Good administration skills

Ability to analyze customer turnover potential
Prioritize the development and deployment of manpower.
Internal and External: To provide prompt service that includes response and follow-up, professional advice, sales support to all internal / external customers.

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