Customer Development Executive – Modern Trade

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Dole is one of the world's largest producers and marketers of high-quality fresh fruits, with a growing line of quality packaged and frozen foods. Dole’s dedication to quality is a commitment solidly backed by: comprehensive programs for food safety, scientific crop protection programs, stringent quality control measures, state-of-the-art production and transportation technologies, continuous improvement through research and innovation, and dedication to the safety of their employees, communities and the environment.

Job Purpose

The position supports the Key Accounts Manager – Modern Trade (MT) in managing accounts and driving distributor sales execution. The role focuses on account coordination, data support, program execution, and relationship-building to ensure achievement of sales and operational targets.

Principal Duties and Responsibilities

The candidate will primarily be responsible for the following:

1. Account Management & Sales Execution

• Support the management of assigned Modern Trade accounts to achieve periodic, quarterly, and annual sales targets by account and category.
• Assist in execution of sales plans, promotions, and initiatives across MT channels
• Conduct trade visits and customer engagements to ensure proper implementation of agreed programs

2. Sales Team Support & Capability Building

• Work closely with the sales team and distributor personnel to ensure alignment on account strategies
• Participate in field coaching sessions (“work-with”) and support training activities
• Ensure consistent application of MT best practices across the team

3. Business Planning & Growth Initiatives

• Collaborate with the Regional Sales Manager (RSM) in identifying growth drivers and opportunities
• Support evaluation of trade programs and recommend improvements based on performance
• Assist in implementation of approved business-building activities and initiatives

4. Customer Relationship Management

• Maintain strong working relationships with assigned MT accounts
• Support Joint Business Planning (JBP) activities to strengthen partnerships and achieve shared objectives
• Address operational concerns and coordinate resolutions with internal and external stakeholders

5. Distributor Coordination

• Develop and maintain effective working relationships with distributor teams (sales, operations, and support functions)
• Ensure alignment of distributor execution with company strategies and account requirements

6. Data Analysis & Insights Generation

• Analyze sales data, distributor performance, and market trends to identify actionable insights
• Provide recommendations to improve sales performance and drive incremental growth

7. Trade Budget & Inventory Management

• Assist in monitoring and managing trade budgets to ensure efficient and compliant utilization
• Support inventory management by ensuring stock levels are within agreed targets and meet quality standards

Required Skills/Qualifications/Experience

• The incumbent must have a university degree with a minimum of five (5) years related experience in handling Modern Trade Retail or Food Service accounts.
• The candidate must possess strong interpersonal and organizational skills, analytical skills, and excellent communication skills.
• The candidate must also possess excellent planning skills and have initiative; exercise collaboration and teamwork; and promote ethical values.
• The candidate must also demonstrate expertise in Microsoft applications (i.e. Word, Excel, and Powerpoint).