Executive search firm Monroe Consulting Group is recruiting on behalf of a leading multinational FMCG company. Our client is looking for a Customer Development Leader with a strong track record in managing modern trade accounts, exceptional leadership skills, and the ability to drive results with speed and efficiency. This role will handle total Philippines and requires willingness to travel monthly and quarterly outside Metro Manila.
Key Responsibilities:
- Key Account Management
- Develops annual and long-term customer account plans (e.g., for specific retail chains or regions).
- Works closely with Strategic Channel Management (SCM) to define how to win in each customer/channel.
- Ensures perfect store execution - right products, right promotions, right shelf placement.
- Uses data and analysis (brand/category/offtake trends) to identify growth opportunities.
- Manages trade spend (promotions, discounts, display fees) efficiently to get a good ROI.
- Ensures product freshness and high-quality presentation in stores.
- Sales Force Management
- Leads and coaches the distributor's sales team.
- Ensures strong territory management, excellent in-store execution, and high team motivation.
- Cross-functional Collaboration
- Works with marketing, supply chain, finance, and category teams to align plans.
- Ensures on-time delivery of promotions, launches, and trade activities.
- Protects brand integrity and Mars assets.
- Mid-term Vision
- Develops multi-year strategies with key accounts to ensure mutual growth.
- Builds strong internal and external relationships - acts as a "business partner," not just a sales rep.
- Food Safety
- Enforces and reports compliance with Quality and Food Safety standards
Key job qualifications include:
- Bachelor's degree in Business or related field.
- 7+ years in Sales, with at least 4 years in Modern Trade (supermarkets, large retailers).
- Experience in Key Account Management in FMCG (preferably multinational).
- Strong track record in negotiation, strategic planning, and execution.
- Demonstrated ability to analyze data, lead teams, and manage trade budgets.
- Strategic agility and commercial acumen.
- Excellent negotiation, communication, and relationship management.
- Leadership and coaching mindset.
- Adaptability to change and fast-moving environments.
- Other Requirements:
- Valid driver's license (field work required).
- Willingness to travel across regions.
