Financial Business Management

• Customer volume forecasting, customer budgeting (including shopper marketing annual expenditure) and TTC delivery phased by month and by category.
• Internal and external category mix and profitability must be considered in this understanding.

Analytics & Reporting
• Providing an accurate sales forecast annually and monthly.
• Use/analyse data sources (promotional activity, ROS, customer stock holding) and trends to enable sales forecast.
• Develops optimal integrated promo plan, analyses promo ROI and manage promo investments
• Analyse/evaluate customer data, generate insights and opportunities to drive growth within customer (Epos Data source, Loyalty shopper card, Nielsen, /Quantitative and Qualitative research data)


Shopper Customer Management ( S&CM)

• Understanding of shopper behavior and insights to optimize path to purchase within account.
• Collaborative workings with S&CM Team to craft account specific shopper-led activity.
• Implementation of NPD and core business support plans

Stakeholder Management

• Develop and execute strategic joint business plans with customers/ Use of customer economic model i.e. Penetration x Frequency x Basket spend x Margins - operational cost= Cash profit
• Drive Thought Leadership with implementing category management principles.
• Develop and manage customer relationships.
• Represent external customers within the business (Customer Audit/insights/strategies)

Strategy Development

• Sales agenda alignment: Apply key sales strategy focus areas into account planning and day to day delivery.
• Channel alignment: Build an account plan closely aligned to the Channel strategy and purposely develop on the strategic principals where specifically applicable to the account.
• Account alignment: Build an account plan with Business, Sales and Channel strategic agendas that focusses on a sustainable financial delivery for the current period and sets out a clear account vision into the future.

Selling & Negotiating

• Utilization of selling and negotiating tools/skills to drive value creation for Beiersdorf as well as the customer, by leveraging the correct portfolio mix, which aids in driving overall category profitability
• Business management: Joint business planning to drive growth for Beiersdorf and customer, using the Customer Economic Model.
• Cross functional leverage: Working with Trade Analytics team to identify gaps/opportunities in account, and working with S&CM team to plan activity based on identified gaps/opportunities.

Operational Execution

• Share of shelf: Ongoing engagement with customer to ensure allocation of correct share of shelf
• Placement: Ensure correct placement of ranged sku’s in accordance with agreed planogram.
• Distribution: Ensure availability of ranged sku’s.
• Promo compliance in place where agreed
• NPD on shelf, as per agreed ranging: KAM to have NPD listed and ordered into DC’s 2 weeks post STT


Sales Administration

• Price increase: communication and agreement obtained within customer SOP
• NPD’s: list and range per store profile
• Assortment: agree correct assortment on shelf through distribution reports.
• Maintain price file to current.
• Agreed activities documented and saved on share drive.