Customer Development Head, Kazakhstan

What will be your key responsibilities?

• Grounded in the overall sales strategy, lead the development and delivery of short and long term strategies for Key accounts channel.
• Ensure outstanding level of physical availability of Mars product in Key Customers, Key Channels and key geographies through the Perfect Store concept realization;
• Excellent execution of all Category, Brand and Customer Marketing activities in Key Accounts channel;
• Plays a key role in the work of Sales Leadership team in sales function in organization. Ensuring effective ways of working with Customer Experience, Field Force, Demand functions to deliver sales department goal of the business unit;
• Building effective cross-functional interactions with One Demand and other functions involved in collaboration with key customers;
• Building mutually beneficial relationships with key customers in the Kazakhstan. The qualitative implementation of the plan, built on the analysis of the trade attitude survey, aimed at increasing the level of satisfaction of key clients of Mars in the territory of Kazakhstan;
• As appropriate, drive the customer agenda, developing strong and influential relationships with key customers focused on delivering shopper, channel and category centric solutions which accelerate customer engagement and meet customer needs;
• Interaction with the KA teams of other geographies, units, regions to ensure the implementation of the best practices of Mars in the territory of Kazakhstan;
• Partners with Category Leadership and Customer Marketing to drive more compelling Retailer Value Propositions;
• Collaborate with the Customer Service and Supply department to provide an efficient supply chain and a high-level service for key customers;
• Effective cooperation with the Demand department to ensure effective sales forecasting, together with distributors and key customers;
• Together with the Category and Customer Marketing team, actively participates in the development of promo activities for the channel for their maximum effectiveness;
• Takes an active part in developing commercial policies for the channel;
• Effective budget management to ensure positive effect on trade leverage index;
• Team/Associate development. Responsible for recruiting, retaining and developing a high performing, capable and engaged team, establishing a strong talent pipeline and culture that highlights the benefits of personal career development and a long term pool of best-in-class functional expertise;
• Engages & inspires the Channel Development team to deliver the team & the ‘One Demand’ agendas.

Requirements:

• Higher education;
• 5+ years of experience in Customer or Key Accounts Management in a blue chip FMCG/retail;
• 2+ years of experience in People Management;
• Significant and diverse sales, customer and leadership experience and demonstrated ability to work with people in a resourceful and inspiring manner to deliver business results;
• Strong track record of developing and executing visions and strategies that clearly measure the performance against defined KPI’s;
• Ability to navigate complex situations and challenge the status quo with a "can do!" attitude. Self-reliant, decisive, and resilient and able to respond and adapt to a fast moving, swiftly changing environment;
• Experience of applying complex analytics to increase the investment effectiveness for the company;
• People leadership of a cross-functional and remote with demonstrated ability to build capability, develop talent and engage associates;
• Commercially and financially astute with a deep understanding of the retail environment/marketplace and proven business judgement;
• Experience in areas such as (but not exclusive to): Field/Retail Sales, Customer Marketing, Key Accounts;
• Excellent negotiation and communications skills;
• Russian – Upper intermediate, English – Upper Intermediate.

What can you expect from Mars?

• Work with over 130,000 diverse and talented Associates, all guided by the Five Principles;
• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today;
• Best-in-class learning and development support from day one, including access to our in-house Mars University;
• An industry competitive salary and benefits package, including company bonus.