Principle Accountabilities:

  • Lead the annual Customer planning processes for the category within the CustomerEnsure alignment of Category Customer plans  to the overall FC strategic objectives within the account
  • Implement strategies to improve Customer  Contribution  and Cost to Serve as instructed by SCDM, track and monitor the implementation of agreed strategies for respective customer, taking corrective action as and where required
  • Plan trade spend and promotional program based on the category guidelines / framework set by Category Development.
  • Monitor sales and spend performance on a weekly basis – taking corrective action as and where required to ensure both trade spend and sales targets are met, for the respective category.
  • To lead the development of strategic partnership with Customer, aligned common goals and an in-depth category / retailer understanding from a total business perspective.
  • To act as the primary point of contact for all category specific issue – taking corrective action as and where needed.
  • Drive the sales forecast for your category within your Customer.
  • Follow / reinforce initiatives (both internal and external) to drive improvements in forecast accuracy put in place.
  • Review your Customer service levels on a daily basis


  • Degree/Diploma in Business Management or equivalent
  • 2-3 years working experience in FMCG Food service Trade sales environment and distributor management experience
  • 4+ years commercial experience as demonstrated by account management, trade marketing or brand experience from within a benchmark company
  • Proving records in leading, coaching and motivating a sales force
  • Proving records in managing customers expectation
  • Strong business acumen with experience and ability to manage trade investment
  • Analytical, problem solving and negotiation skills (Intermediate)
  • Distributor Management (Intermediate)
  • Leading Others (Intermediate)
  • Sales Performance Management (Intermediate)
  • Forecasting and Demand Planning (Intermediate)
  • Strong presentation and communication skills (Intermediate)
  • Technical know-how on Food service operation