Customer Manager

7 months ago

กรงเทพมหานคร, Thailand Kimberly-Clark Full time

The Customer Manager is responsible for maximizing Kimberly-Clark’s Consumer Sales business in one or couple of the key Modern Trade retailers in Thailand, developing and executing effective customer business plans, providing and maintaining excellent customer relationship management, as well as innovation-building digital initiatives across all our brands and categories.

The incumbent is responsible for the achievement of sales targets of assigned customer(s); accountable for the trade investment management and implementation of in-store promotion and merchandising activities.

The K-C Thailand business has been leading brands with no. 1 or 2 positions across family care, and a fastest growing business in baby care market. Our brands include Kleenex®, Scott®, Huggies®.

**Roles & Responsibilities**:

- ** Budget and Target** - Manage the allocated Trade Fund to achieve the Gross Sales Target set out for customer for the year through effective business planning and identifying growth pillars.
- ** Customer Relationship Management -** Manage company’s relationship with assigned customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key stakeholders.
- ** Business Planning and Review **- Engage with key retailer stakeholders and conduct regular business reviews & joint business planning sessions. Responsible for developing and leading business presentations.
- ** Strategic Business Planning** - Develop and implement customers’ business plans in alignment with the company strategic Sales, Marketing and Trade Category Plans. To work closely with retailers’ on executing business strategy. Coordinate with Trade Marketing/ Marketing on integrating brand plans with customer sales campaigns to maximise synergistic efforts.
- ** Channel / Customer Profitability Management **- Conduct regular ROI analysis (Baseline vs. Incremental) via effective use of available retailer and internal data, and SAP systems/tools to optimize trade investment strategies.
- ** DPSM Management (Distribution, Pricing, Shelving, Merchandising) **- Ensure speed to market of new launches. Track and improve Distribution, Pricing, Shelving and Merchandising levers in key customer. Ensure in-market priorities identified by company are achieved.
- ** Forecasting**: Accountable for accurate inputs into forecast system and utilization of account replenishing contacts, to assist the Trade Marketing and Demand Planning team in developing accurate sales forecasts for assigned customers.
- ** Finance & Compliance**: Accountable for close follow up of claims and making accruals for trade expenses in SAP system in an accurate, compliant and timely manner. Ensure disputes with retailers are followed up closely on a monthly basis.
- ** Administrative Support**:Render day-to-day support to line managers where necessary. Tasks include but not limited to product listings, new account creation, channel de-conflicting, project management, resolving credit issues and accruals/claims etc.

**Qualifications and Experience**:
This position requires comprehensive knowledge of the following:

- Sales policies and procedures
- Understanding of, and how to use internal and external sales, marketing data, and analytical tools
- Product, category and competitive activity knowledge
- Understanding of Modern Trade customers and Thailand FMCG environment
- Relationship and fact-based selling practice and negotiation dynamics

**Essential**:_Mandatory to ensure the job is done effectively and efficiently_
- Strong sales and negotiation skills.
- Sound product knowledge - KC and competitors.
- Strong financial management skills.
- High analytical
- Attention to detail.
- Future foresight whilst delivering today.
- Budgeting and forecasting skills.
- Knowledge and implementation of trading terms and their relationship to a successful business proposal.
- Knowledge of the Grocery and Modern Trade channels.
- Highly developed oral and written communication skills.
- Understanding of, and competence with, computer software such as Outlook, Microsoft suite of products, as well as systems such as SAP, PTCS.
- Experience dealing with Modern Trade retailers.
- Understanding of the levers that drive Modern Trade sales.
- Understanding the route to consumer for retailers
- Strong project management capabilities
- A minimum of Bachelor’s degree
- Work experience of at least **3 years** (preferably in FMCG, retailer, or technology/e-commerce background)

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