B2B Development Senior Manager

– Responsibility to lead a cross functional team to initiate and develop specific customer strategy and sales initiatives by segment. Define projects, obtain approval and resources from board to proceed, lead the team towards implementation.

– Partner with Merchandise team to develop product strategies. Define assortments by segment.

– Partner with Sales Force and Operations to develop tools and strategies for the Cash & Carry;

– Delivery to approach key accounts by segment

– Define service requirements for customers. Provide feedback to Operations on customer needs by segment

– Partner within the Customer Management Team and across the organization to initiate and

– coordinate projects required for specific promotions and marketing efforts

* ROLES

– Within the framework of the company policy and direction, develop and obtain approval for the customer strategy on a country level

– Review and assess markets by store location, evaluate potential, provide feedback to field operations on recommended strategy and resource requirements by segment

– Partner with the Head of Sales Force to set up and support a strategy for key account customers.

– Define customer needs and required solutions. Define communication systems at store level to implement agreed services for multi-unit accounts

– Summarize and communicate Customer needs in regard to products and services. Identify shortcomings, set up listening posts, conduct regular staff forums to gather feedback and information.

* KEY RESULT AREAS

– Initiates and develops the target group positioning process by segment through:

+ Understanding of customers, competitors, solutions

+ Selection of potential segments and target groups by market (store level)

+ Definition of business propositions: range, price, merchandising (by segment) and marketing & communication (promotion)

+ Decision support for the assignment of staff by market and segment prioritization at country and store levels

– Adapts the target group positioning process to the country culture, life cycle phase and market affinity based on the defined customer segmentation and the results of market research

– Initiates, implements and develops the Customer programs to the life cycle phase of the respective MMVN country organisation by:

+ Understanding the business, needs and market drivers of the target groups

+ Developing process, tools and solutions to support the Customer by providing target appropriate products and services

– Sets up listening posts with key customers and within field and ops organisations in order to establish a rich source of information and knowledge serving as the base upon which further strategies like assortment & product development, pricing policy, customer approach (in the broadest sense of the word) and Customer services can be developed

– Develops the customer segmentation and is responsible for the development of market specific training/sales tools, required assortments and services.

– Develops strategies for a key account department which can approach major hotels and restaurant operations on a professional level. Improve share of wallet and order frequency of key accounts with MMVN

Requirements:

– University degree and/or equivalent industry specific experience, preferably in the wholesale trade or in a substantial position within F&B of major hotel / restaurant company; or substantial experience within the company in customer management and related services

– Entrepreneurial and customer focused, ability to quickly grasp and adapt to the MM Mega Market business and how wholesale trading works

– Must be fluent in English (both written and spoken)

– A minimum of 10 years of operational, management level experience within or related from an upscale, full service organization