Job Purpose

The Customer Development Manager (GMA) leads end-to-end customer business planning and execution for key accounts within the Greater Manila Area. The role drives profitable volume and share growth by building strong customer partnerships, translating category and brand strategies into actionable joint business plans, and ensuring strong in-store execution. The role also leads and develops a team of Customer Development Executives/Officers to deliver on commercial targets.

Key Responsibilities

• Develop and execute the Customer Business Plan (CBP) for assigned GMA accounts, aligned with overall category, channel, and company commercial objectives.
• Lead negotiations on trading terms, trade investments, and joint business plans with customers to deliver volume, share, and profitability targets.
• Own the end-to-end P&L of assigned accounts, including forecast accuracy, trade spend efficiency, and ROI of commercial programs.
• Build and strengthen long-term relationships with customer buying teams, store operations, and key decision-makers.
• Ensure excellent execution of sales fundamentals (distribution, shelving, pricing, promotion) across all touchpoints with field sales and merchandising teams.
• Lead, coach, and develop a team of Customer Development Executives/Officers, setting targets and providing regular feedback.
• Monitor account performance vs. targets, identify gaps, and recommend corrective action plans.
• Collaborate cross-functionally with Marketing, Category, Finance, Supply Chain, and Trade Marketing.
• Track market, competitor, and shopper trends within the GMA customer base to spot growth opportunities.
• Ensure compliance with company policies, trade guidelines, and local regulations in all customer dealings.

Qualifications

• Bachelor's degree in Business, Marketing, Management, or related field.
• At least 5-7 years of relevant experience in sales/customer development within FMCG, with exposure to key account or modern/general trade management.
• Proven track record managing customer P&L, trade negotiations, and joint business planning.
• Prior team leadership experience is an advantage.
• Strong knowledge of the GMA retail/distributor landscape preferred.