Sales Development Manager (Modern Trade)

No Relocation Assistance Offered
Job Number #167731 - Del.Miguel Hidalgo, Mexico City, Mexico

Who We Are

Colgate-Palmolive Company is a global consumer products company operating in over 200 countries specializing in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our products are trusted in more households than any other brand in the world, making us a household name!

Join Colgate-Palmolive, a caring, innovative growth company reimagining a healthier future for people, their pets, and our planet. Guided by our core values—Caring, Inclusive, and Courageous—we foster a culture that inspires our people to achieve common goals. Together, let's build a brighter, healthier future for all.

About The Role

The Sales Development Manager (Modern Trade) is responsible for bringing trade perspective at RE, Customer and Shooper levels. This position must run a continuous performance assessment of the accounts under the Customer Development Team responsibility. He/She must ensure the Tactic 5P’s deployment within the customer(s) under the CDT umbrella. Together with the Finance function, the evaluation and analysis of customer(s)’ key promotions must be run to assure compliance and achieve objetives.

This position pursues the implementation and maintainance of Category Management Level 0 as well as the assessment and implementation of CatMan Level 1 having as objective to be recognized by our customers as the leader in providing shopper-based solutions which deliver mutual profitable growth. The position supports the Customer Planning as well as the Logistics to drive Customer Sales Planning. It also deploys the Selling Stories assuring full understanding to speed up plans implementations with the customers. The participation of this position on T2T and Customers Reviews is required.

Position reports to: Customer Development Team Leader

Key responsibilities

• 5P Strategy Deployment Tailors 5Ps by RE to customer formats
• Leveraging retail environment/customer-specific shopper insight learning to build team expertise, support selling stories, and exploit customer(s) opportunities. 5P Definition & Deployment
• Identifies 5P opportunities within Customer / RE to drive growth, appropriately tailoring the 5Ps by RE (developed by Customer Marketing) to the customer(s) formats, based on the selling principles and considering customer strategies and policies & customer-specific shopper insights.
• Developing Category Management partnerships and attaining Category Captaincy with strategic customers (with guidance/support of CatMan Mgr in Customer Marketing) to influence customer strategy and 5P definition and deployment . Pre-Post evaluates 5P activities
• Ensuring pre- and post-evaluation of ALL activities along with Finance (results vs. objective, implementation accuracy, P&L impact etc), supporting with qualitative commentary, communicating results to the commercial team, and using the results of evaluation to refine customer tactics. Business Development Leverage shopper insights to drive category development opportunities
• Gaining access to scanner data in order to drive fact-based decision-making, improve promotional ROI and overall business performance for CP and the customer
• Working with Consumer Marketing to exploit available loyalty card and consumer/shopper-targeting opportunities
• Tailoring new product sell-in presentations to the strategies and performance of the customer(s)
• Coordinating special events (sell-in, internal CP communication, materials management etc.) in cooperation with Operations. Category Management Deploys Level 0 Catman strategies & tactics
• Consistently applying Category Management learning and techniques to day-to-day business, exploitation of new opportunities and using CatMan as the context for “selling stories” Business Planning Support Supports team to identify opportunities (CBP/ monthly discipline)
• Providing input on retailer perspective (category roles applied, category strategies in use, scorecard measures etc.)
• Assessing customer performance (shipment and consumption data) for CP and total category vs. benchmarks, by store format, to identify opportunities to grow total category and CP sales/profits Ensure alignment between customer plan & RE strategy  Developing commercial category plans by store format which grow total category and CP sales
• Evaluating performance drivers by store format vs. benchmarks Provides input on customer/ RE perspective
• Working with Customer Marketing to ensure mechanisms are in place to monitor 5P performance at store level (assortment-OOS, pricing, shelf space & location, promotion efficiency & implementation, POP)
• Working with Customer Service to maintain accurate Demand Plans
• Communicating 5P targets to Operations and monitoring implementation CBP Role in Customer Planning/Pre-Evaluation
• Supports CDM in developing robust long lead customer plans (including central promotions and Shopper programs) aligned with brand, category and RE strategies.
• Leads development of action plans to close customer gaps and seeks approval from CDT Leader/consensus meeting.
• Identifies and reviews category performance implications of customer plans.
• Institute ROI mindset among the entire team to ensure focus on maximizing productivity of in store investments. Role in Customer Execution
• Oversee the execution of 5P strategy implementation within established commercial guidelines.
• Monitors execution of 5P activities and Shopper programs in line with established objectives and guidelines at the category level .
• Tracks interim performance of central promotions and Shopper programs across the category, and develops/recommends corrections as required.
• Key contact with Customer and Shopper marketing. Role in Post-Evaluation
• Aggregates insights across activities (including cannibalization) and identifies category/Shopper/RE insights.
• Challenges the CDT learnings and recommendations/plans from post-evaluation analyses and ensures that that they are incorporated in customer plans.
• Develop deep insights and actionable recommendations from post-evaluation analyses and ensure learning is incorporated to customer in store implementation strategies.

Basic Requirements:

• Bachelor's degree completed
• At least +5 year of previous experience in Commercial Areas (Customer Development, Marketing or related), in positions such as KAM or Channel Specialist.
• Previous experience managing P&L
• Experience constructing analysis and identifying business opportunities
• Availability to travel at least 20-30% of the time

Preferred Qualifications:

• Customer Managament
• English proficiency
• Previous experience with Nielsen and Kantar information
• Experience leading projects and teams

Our Commitment to Inclusion
Our journey begins with our people—developing strong talent with diverse backgrounds and perspectives to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect, and is empowered by leadership to contribute meaningfully to our business.

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions), or any other characteristic protected by law.

Reasonable accommodation during the application process is available for persons with disabilities. Please complete this request form should you require accommodation.

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