Job Purpose

Managing Customer Account Development to ensure delivery of key targets while building long sustainable business relationships with customers and internally

Job Responsibility

1) Selling & Negotiating
a) Utilize selling tools to create value for both Beiersdorf and customers.

b) Engage in joint business planning to drive mutual growth.

c) Work cross-functionally with Trade Analytics and S&CM teams to identify opportunities.

2) Shopper Customer Management (S&CM)
a) Leverage shopper insights to enhance the path to purchase.

b) Work with the S&CM team to create account-specific shopper initiatives.

c) Implement NPD and core business support plans.

3) Financial Business Management
a) Develop customer forecasts and budgets by month and category.

b) Manage customer P&L, including sales volume, gross sales, and net sales.

c) Monitor trading terms, rebates, discounts, and COOP’s impact on net sales.

d) Ensure category profitability through internal and external analysis.

4) Analytics & Reporting
a) Provide accurate annual and monthly sales forecasts.

b) Utilize data sources (promotions, ROS, customer stock levels) to refine forecasts.

c) Develop and analyze promotional plans, ROI, and demand planning processes.

d) Generate insights from customer data (Epos, loyalty cards, Nielsen reports).

e) Conduct regular customer reviews, addressing risks and opportunities.

5) Stakeholder Management
a) Develop strategic joint business plans using economic models (Penetration x Frequency x Basket Spend x Margins – Operational Cost = Cash Profit).

b) Build relationships within senior customer organizations.

c) Drive category management principles and thought leadership.

d) Manage customer conflicts and ensure timely resolution.

e) Represent customer interests in internal audits and strategy discussions.

6) Strategy Development
a) Align business, sales, and channel strategies in account planning.

b) Develop sustainable financial plans while establishing a long-term vision for accounts.

7) Operational Execution
a) Ensure appropriate shelf space allocation and SKU placement per planograms.

b) Monitor distribution and compliance of promotional activities.

c) Manage NPD listings and distribution within two weeks of STT.

d) Maintain operational efficiency between third-party merchandising agencies and customers.

8) Sales Administration
a) Secure agreements on price increases within customer SOPs.

b) Maintain updated price files and document agreed activities.

c) Ensure correct assortment and SKU distribution across stores.

d) Oversee and rectify KPI performance of third-party merchandising agencies.