Manager Customer Development

Position Title: Manager Customer Development Reports to: Manager Deployment Organization: Duty Free Philip Morris International: Building a Smoke-Free Future At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on smoke-free products with the power to improve the lives of a billion smokers worldwide. With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions. THE ROLE Manager Customer Development’s main goal is to maximize revenue growth enabled through optimal portfolio mix, availability, visibility, and pricing, together with strong partnering with all operators. They can achieve this through: • Solid negotiation skills to foster partnership with retail customers to influence business decisions on behalf of company • Strategic thinking and analytical skills to quantify opportunities and assess growth potential • Solid understanding of the business environment (consumer, competition, channels, partners) • Recommendations of new product introductions or delisting based on accurate and proactive read of the market & an understanding of global portfolio and priorities. • Comprehensive understanding of pricing that maximizes company revenue while considering market price sensitivity. • Exploration of new opportunities to drive business in untapped territories. ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. 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 IQOS 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 PM 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 PMI 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. Business Building Portfolio: • Execute a portfolio expansion plan; which includes ongoing YTD/YTG follow up to anticipate potential deviations and to request actions from team for the group of accounts and geographies of responsibility; based on local and regional market dynamics (consumer demand, competitive actions, and business growth potential) and on PMIDF priorities and commercial calendar. • Ensure stock replenishment / depletion in line with PMIDF and operators’ policies - inform Distribution team for proper product supply or corrective actions in case of out of stock. Pricing: • Provide inputs to refine, enrich and validate a local pricing approach based on local and regional business dynamics (benchmarking against domestic pricing, local portfolio, consumer demand, competition, etc.); including recommendation for RSP and DSP and share it for approval of PMIDF’s Pricing Committee. Channel Development: • Responsible for the application and maintenance of PMIDF’s touchpoint segmentation by incorporating the “gives and gets” framework into the negotiation and by ensuring agreed terms are upheld thereafter by operators. • Prospect new locations and touchpoints in line with global channel development strategy and BU business priorities; and creates business case for assessing future business growth potential. Account Management & Partnerships: • Build solid relationship and increase mutual partnership with main regional account customers by understanding their needs and priorities. Present and continuously remind customers of PM priorities, KA principles and PMI’s vision of a Smoke Free Future. • Lead and/or supervise negotiation with main regional operators (excluding global KAs) based on agreed negotiation corridors and “gives & gets” framework. Negotiation includes: new SKU introductions/delistings, margins, RSP, allowances, visibility (share of facing, PPOSM) together with category management principles and objectives. • Maintain partnership with domestic counterparts to find synergies for new and ongoing business initiatives. Merchandising: • Refine, enrich, and validate planogramming recommendations based on global and BU portfolio priorities. (Business Building key stakeholders and interactions) • B2C: Customer Development supporting with integration of consumer leads into domestic markets’ CRM (for markets where there is no B2C on site presence) • CP: Customer Development provides all required information for CP to create business case for PMO submission. • DIS: Customer Development informing about stock levels at operator’s side for consequent product supply and corrective measures in case of out of stock. Also informing about agreed RSP and DSP in case of pricing/margin agreed scheme. Compliance • Sponsor team action plans based on findings from compliance checks conducted by merchandiser in Tier 1 locations, i.e.: Dubai Airport. • Sponsor team action plans based on random checks during the year to ensure compliance of agreed RSP (Tier 2-3 locations) • Sponsor team action plans based on compliance checks on agreed share of space (Tier 2-3 locations) • Sponsor team action plans based on compliance checks of availability and handling of PM and competition SKUs (Tier 2-3 locations) QUALIFICATIONS - 10+ years of combined experience as Field Sales, Trade Marketing or BD&P/KA/SI/Budgeting in a PMI domestic affiliate 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. - Finally, solid People Management skills to set the vision, stretching objectives and coaching and supervision of the team responsible. Key competencies: - Analytical and strategic mindset - Project management - Product acumen - Stakeholder engagement and negotiation - Forecasting and stock management WHAT WE OFFER Our success depends on the men and women who come to work every single day with a sense of purpose and an appetite for progress. Join PMI and you too can: • Seize the freedom to define your future and ours – we’ll empower you to take risks, experiment and explore • Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong • Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress • Take pride in delivering our promise to society: to improve the lives of a billion smokers PMI is an Equal Opportunity Employer.　　 #LI-HA1 #LI-DNP #LI-DNI