Customer Development Manager

• JOB TITLE:Customer Development Manager

• REPORTS TO:Country Head, Philippines

Opella, the Consumer Healthcare business unit of Sanofi, is the purest and third-largest player globally in the Over-The-Counter (OTC) & Vitamins, Minerals & Supplements (VMS) market.  

We have an unshakable belief in the power of self-care and the role it can play in creating a healthier society and a healthier planet.

That’s why we want to make self-care as simple as it should be by being consumer-led always, with science at our core. 

Through our unique and balanced portfolio of more than 100 loved brands, including 15 global and local high-growth challengers such as Allegra, Dulcolax and Buscopan, we deliver our mission: helping more than half a billion consumers worldwide take their health in their hands.  

This mission is brought to life by an 11,000-strong team, 13 best-in-class manufacturing sites, and 4 specialized science and innovation development centers. 

We are also proud to be the first major fast-moving consumer healthcare company to achieve B Corp certification. 

Join us on our mission. Health. In your hands.

JOB PURPOSE

Best-in-class customer management & business development for progressive and complex National Retail Chain customers in order to achieve sales targets and hit brand objectives of Opella (Sanofi CHC).

Top-notch negotiation skills, blended with excellent relationship management to deliver mutually beneficial business outcomes for both the customer and Opella. Ensure close collaboration with internal and external partners in order to achieve world-class distribution, availability, visibility and shopper engagement at the trade level. 

REPORTING RELATIONSHIP

The incumbent will report directly to the Country Head of Opella Healthcare Philippines.

KEY TASKS/ACCOUNTABILITIES

Develop sustainable, profitable business in assigned customers & channels to consistently achieve sales targets, profitability and market share objectives.

• Plan and execute winning customer business plans to ensure achievement vs current year target and growth vs previous year. 
• Execute Joint Business Planning with relevant key customers
• Negotiate pay for performance KPIs to ensure profitable growth.

Key Customer Management

• Negotiate mutually beneficial, sustainable annual terms & conditions with assigned customers.
• Develop and conduct quarterly business reviews with national chain customers.
• Cultivate and maintain mutually beneficial business relationships with assigned key customers in all levels of their organization
• Ensure consistent distribution and availability of relevant CHC brands.  Formulate plans to ensure Sanofi performance in key customers is always ahead of competition and the market.
• Close collaboration w Marketing / Trade Marketing Team to formulate activation strategy and programs.  Negotiate & execute promotion that drive profitable sales growth for the brands and the company.

Investment

• Monitor and execute effective and efficient Gross To Net investment management to ensure we achieve a good return on investment in these customers.

Data-Driven Analysis & Management

• Participate in monthly demand reviews as necessary
• Provide and monitor relevant 3-month rolling forecast for key customers

• Collaborate with marketing or trade marketing to regularly conduct pre and post promotion analysis.  Ensure right promotion strategy formulated with effective ROI.
• Actively monitor Category and key competitions market intelligence, share with team insights & initiate actions whenever necessary.
• Actively collect monthly offtake data for relevant key customers. Share with team insights & initiate needed actions to ensure continuous business growth.

Merchandising Management

• Work closely merchandising to ensure consistent, best-in-class product displays and shopper engagement in-store of current and new product launches

• Consistently align with trade marketing to ensure that in-store execution is in accordance with planned and agreed customer standards (e.g. planograms, must sell skus, channel & customer specific displays

Receivables

• Ensure timely processing and provide appropriate supporting for debit notes
• Work closely with distributor finance and customer in case of any disputed credit / debit notes.

CONTACT WITH OTHERS   

Internal     -         Marketing Team, Customer Team, Trade Marketing Team, Finance Team, Supply Chain Team

External    -         Distributor, Merchandising Team, National Retail Chain Customer                 

JOB KNOWLEDGE/SKILLS/ATTITUDES

• >5 years of experience in key account/customer development
• Strong financial acumen
• Proficiency in planning and executing business reviews & joint business planning
• Solid Strategic & Tactical Negotiation Skills in all levels of the customer organization
• Strong Communication and high-level customer engagement skills
• Business Development Mindset
• Innovative Thinking
• Positive, Can-Do Attitude
• Challenger Mindset (Outcome-Obsessed, Courageous, Radically Simple, ALL IN. TOGETHER)