Customer Sales Lead - Mid Atlantic

How you will make history here... 

The Customer Sales Lead will lead the development and implementation of the integrated growth plans. Responsible for proactively managing, monitoring, evaluating, and updating the overall business plan to meet all volume, profit and share objectives. In addition, incumbent is responsible for implementing our brand strategies and tactics with customers by working closely with key decision makers and utilizing category management initiatives to drive customer decision making. 

CSL’s primary focus is to grow net sales, profit and market share across the Campbell’s Snacks brand portfolio across a variety of snacking categories.  In addition, the CSL is responsible for implementing Campbell brand strategies and tactics by working closely with key decision makers at Albertsons Mid-Atlantic, utilizing consumer insights and category management to drive key initiatives.  This role will work hand in hand with the Campbell’s Direct Store Delivery (DSD) selling and delivery operations team to ensure best in class execution occurs in market.  

The position will require strong cross-functional leadership, financial acumen, customer interface skills, and strategic agility and negotiation capabilities. The ability to manage in complex situations and boil down to simple interpretation and action steps is critical. 

What you will do...

• Lead the annual operating plan with Albertsons Mid-Atlantic. 

• Manage supplier relationships on assigned categories. 

• Utilize the sales planning tool and customer investment system to create optimal customer plans. 

• Develop and implement trade promotion strategies and tactical plans with the customer 

• Works closely with our DSD Field Sales Organization and Independent Operators to win with our customer in the marketplace. 

• Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities. 

• Monitor and manage deduction balances and conduct post audits. 

• Leverage shelf solutions to drive retail availability and additional product placements in store.  

• Conduct category business reviews, leveraging loyalty and syndicated data, to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc. 

• Leverage Category Management resources and loyalty data appropriately. 

• Knowledgeable of Campbell brand strategies and tactics and implements by working closely with the customer's key decision makers which include buyers, category managers, and merchandising leaders. 

• Utilize sound category management practices to proactively link consumer and shopper trends and opportunities. 

• Lead the customer in the execution of category assessments. 

• Develop and lead accurate monthly forecasts in order to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes for the entire team.   Proactively identify potential risks or threats to monthly forecasts. 

• Sell in new items to the customer and work with key customer personnel to achieve optimal distribution. 

• Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies and track and monitor progress of new item and initiative development. 

• Identify profitable opportunities to grow incremental volume. 

• Assess customer's competitive position, behaviors and strategies and understand how they align with company strategic goals and determine appropriate 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 within the customer's organizational structure. 

• Manage numerous key customer touch points. 

• Manage trade funding in accordance with company standards. 

• Requires varying degrees of cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Service, Omni Commerce, etc.) as well as with World Headquarter personnel (e.g., Customer Strategy, Brand Management, Supply Chain, etc.). 

• Working knowledge of the Syndicated database & technical skill to leverage the data. 

• Strong understanding of and experience with P&L management. 

Who you will work with...

Key members of the snacks organization.

What you bring to the table... (Must have)

• Minimum education required: Bachelor's degree. 

• Years of relevant experience: 6+ years’ experience in the CPG industry. 

• Previous direct customer management experience in the CPG or adjacent industry. 

It would be great if you have... (Nice to have)

• Strong written and verbal communication skills 

• Must possess excellent problem-solving skills 

• Strong analytical thinking and analysis capability  

• Ability to pull/use syndicated data (IRI/Nielsen) 

• Ability to negotiate 

• Understanding of monthly forecasting processes 

• Strong interpersonal and influencing skills 

• Ability to penetrate and conduct meetings at high levels 

• Category & Brand knowledge preferred 

• Knowledge of Supply Chain operations preferred 

• P&L management experience preferred 

• Experience managing a DSD business in the past preferred 

• Ability to travel as needed