Customer Development Manager

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Job details

Company overview

Our client is one of the largest tobacco companies in the world.

Responsibilities

Main responsibilities:

• Market Insights: Develop an understanding of shopper profiles and main competing brands by channel, market and/or account for the group of accounts and overarching geography of responsibility.
• Track competitive pricing moves as well as domestic pricing actions.
• Gather insights regarding consumer price perception based on feedback from internal experts.
• Understand passenger flow, traffic, and store layout.
• Analyze performance by location/operator/arrivals & departures per SKU for COT forecast upload and recommend action plan to increase sales and SoM
• Drive Channel analysis (Overall channel-based segment / portfolio trends within different geographies, analysis of total channel business value and contribution of PMIDF & other TMOs).
• Develop understanding of market trends, pre-empt competitors move and category development
• Gather, analyze and propose action plan based on consumer transactional data from the operator based on COT and SoM results for the company and competition.
• Align with distribution team on forecasts by location and propose correction to avoid LOGD
• Share with senior management key findings
• Prepare commercial plans and 3 year plan vision per airport
• Anticipate competition moves and proactively ensure the company maintains its leadership position (Market Insights key stakeholders/interactions)
• CP: Customer Development providing inputs for conducting industry, channel, competition, consumer trends and competitive analysis; providing data for performance assessments by channel/market and providing feedback for tracking project fulfillment and deviations vs. plan, reporting & continuous improvement initiatives.
• CP/FIN: Customer Development providing inputs for OB/RF budgeting cycle, investment tracking vs. agreed budget and by providing COT/SoM data for periodic business updates.
• B2C: Customer Development receiving consumer insights in terms of product consumer demand and feedback on price perception.

Requirements

Minimum requirements:

• 10+ years of combined experience as Field Sales, Trade Marketing or BD&P/KA/SI/Budgeting in a domestic affiliate of the company or other FMCG multinational company
• Good understanding of Portfolio and key sales competencies like Volume Forecasting, Stock Management, and Marginal Contribution
• Good understanding of Key Account Management, Negotiation and Category Management
• Good financial understanding in the areas of Pricing, Margins, Scenario Analysis and P&L.
• Solid People Management skills to set the vision, stretching objectives and coaching and supervision of the team responsible.

Salary

10 - 12 million yen

Location

Tokyo