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Posted on Jan 11
is responsible for the development and implementation of joint business planning for Customer to drive volume, profit and share growth within assigned categories. Responsibilities include proactively managing, monitoring the Bakery and Snacks portfolio, creating/evaluating and updating business plans to meet all sales objectives. In addition, the Customer Lead is responsible for implementing brand strategies and tactics with the customer, by working closely with key decision makers and utilizing shopper and category initiatives to implement Distribution, Shelving, Merchandising, and Pricing (DSMP) objectives. The Candidate is also responsible for communicating plans to internal and external field operations teams.
Utilize the Sales Planning & Customer Investment system to create optimal customer plans to drive the portfolio.
Manage and lead cross portfolio platforms to drive volume, profit and share growth. These platforms include but are not limited to: Back to School, Holiday, Big Game and Summer.
Develop and implement trade promotion strategies and tactical plans with the customer – help develop and execute higher ROI activities to drive and Client US Sales portfolio scale.
Proactively monitor and update the customer’s overall business plan, including managing trade budgets, spending and volume, to achieve all sales objectives versus plan.
Utilize shopper and category management practices to proactively link consumer and shopper trends and opportunities. Leverage Shopper Insights and Category Management resources appropriately.
Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies.
Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities.
Conduct category business reviews to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc.
Understand brand strategies and tactics and implement them by working closely with the customer’s key decision makers, including buyers, category managers, merchandising leaders, etc.
Develop accurate monthly forecasts in order to maximize supply chain efficiencies by tracking deliveries, consumption data and inventory changes.
Proactively call out potential risks or threats to monthly forecasts.
Sell-in new items to customer and work with key customer personnel to achieve optimal distribution. Identify profitable opportunities to grow incremental volume and in-line space.
Provide direction to Retail on how to implement customer specific plans at store level.
Conduct all communication with field Operations team including all promotional plans and display plans.
Conduct all communication with Customer store personnel including store out of stocks.
Able to assess any customer’s competitive position, behaviors and strategies and understand how they align with Client US Sales portfolio strategic goals to help determine a customer investment strategy (use of trade, customer marketing, and integrated marketing equities) that will best support a customer’s revenue, profit and share growth.
Develop productive working relationship with key decision makers at various levels within the customer’s organizational structure.
May be responsible for managing all categories or select categories, depending on the specific customer assignment.
Requires cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, etc.) and the operations team (District Sales Managers, Zone Sales Managers, Territory Sales Managers, etc.) as well as with World Headquarter personnel (e.g., Integrated Marketing, Joint Business Planning, Brand Management, etc.) to varying degrees depending on the size, complexity and strategic importance of the customer.
Requires strong understanding of and experience with P&L management, trade and forecasting.
4-10 years CPG industry experience, including field sales and/or headquarter experience.
Ability to penetrate and conduct meetings at high levels (i.e.: Senior Buyer) with the customer
Strategic thought leadership
Strong negotiation skills
Strong financial acumen
Excellent written and verbal communication
Problem solving skills
Strategic insights for the category & brand, preferred
Written and verbal communication skills
Supply chain knowledge
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