Customer Development Manager - Discounters

About Colgate-Palmolive

Colgate-Palmolive is a leading global consumer goods company, operating in over 200 countries and specializing in Oral Care, Personal Care, Home Care, Skin Care, and Pet Nutrition. Our trusted brands reach more households worldwide than any other, establishing us as a household name. We embrace a culture based on our core values of Caring, Inclusivity, and Courageousness to foster innovation and growth towards a healthier future for people, pets, and the environment.

Role Overview

The Customer Development Manager (CDM) for Discounters will drive the commercial strategies, sales volume growth, and profitability within the rapidly growing discount retail sector across Saudi Arabia. This role demands a strategic approach that balances financial discipline with aggressive volume growth by tailoring joint business plans fitting the high-turnover, low-margin nature of discount retailers such as Al Raya, Othaim, Panda’s discount formats, and emerging discounters.

Key Responsibilities

• Lead partnerships with strategic discount accounts to negotiate and execute long-term growth plans ensuring volume and visibility commitments.
• Manage the channel’s profit and loss, optimize trade spending, control margins, and develop cost-efficient promotions suited to price-sensitive shoppers, such as Everyday Low Price and multi-pack offers.
• Collaborate with Demand Planning and Logistics to ensure high product availability and prevent out-of-stock occurrences.
• Supervise and mentor regional field supervisors and merchandisers to guarantee flawless in-store execution of planograms and shelf share goals.
• Identify and exploit whitespace opportunities by developing specific SKU assortments like promotional bundles and value sizes, crafted for the discounter channel while avoiding conflicts with hypermarket strategies.

Scope and Responsibilities

• Meet sales, margin, and volume targets on assigned accounts while ensuring robust in-store execution of the 5P’s (Product, Price, Place, Promotion, People).
• Evaluate and optimize return on investment from trade spending by discarding ineffective promotions and focusing resources on high-volume, margin-protecting initiatives.
• Develop and reinforce pricing strategies and architecture tailored to driver ROI effectively within the price-sensitive discounter environment.
• Build and sustain collaborations with store operations and in-store teams, supporting the partnership between Colgate-Palmolive and key accounts.
• Keep abreast of competitor activities and store conditions to advise on appropriate sales tactics and communicate intelligence to management.
• Work closely with Regional Managers to develop and implement customized promotional plans effectively within target accounts.

Business Development and Relationship Management

• Implement the General Manager's channel strategy within selected discounter accounts emphasizing both qualitative and quantitative metrics.
• Establish and manage relationships with key stakeholders including junior buyers and store managers at regional and store levels.
• Lead negotiations regarding merchandising, displays, and promotional execution both regionally and in-store.
• Coordinate store-level special events collaboratively with Retail Marketing and General Management teams.
• Analyze account profitability, identify growth opportunities, and develop action plans to maximize P&L performance.
• Prepare biannual business reviews with leadership and customers to drive mutual growth potential.

In-Store Management

• Conduct regular store visits to identify improvement areas and ensure plan adherence.
• Coach and direct merchandisers, providing ongoing training on product launches, promotions, and merchandising standards.
• Collaborate with Regional Managers and Field Leaders to create in-store tools and programs that stimulate Colgate product sales.
• Oversee accurate and consistent data gathering to monitor execution of 5P performance against targets.
• Ensure clear communication of in-store objectives and monitor implementation related to product availability, pricing, promotions, shelf share, and planogram compliance.
• Resolve any operational challenges both at regional office and in-store levels.

Qualifications and Experience

• Minimum of a Bachelor's degree or equivalent educational qualification.
• At least 8 years of relevant experience in the Saudi Arabian market.
• Proven track record in developing business within selected customer segments.
• Proficiency in both English and Arabic languages.

Inclusion and Equal Opportunity

Colgate-Palmolive is committed to diversity and inclusion, fostering a respectful and empowering environment where all employees can be their true selves. We ensure equal employment opportunities for all qualified applicants irrespective of race, gender, religion, age, disability, or other protected characteristics. Reasonable accommodations during the hiring process are available upon request.