HOW YOU WILL MAKE HISTORY HERE…
The C-Store Customer Sales Lead is responsible for leading the development and execution of customer business plans across key Retailers and Wholesalers within the Midwest Region. This role manages all Campbell’s Snacks categories and brands, partnering closely with DSD teams where IDP coverage exists. You will proactively manage, monitor, evaluate, and update customer business plans to achieve or exceed volume, trade, profit, and share objectives while identifying opportunities for distribution growth.
You will serve as a strategic business partner to customers, broker partners, and internal stakeholders by implementing category, brand, and channel strategies that drive sustainable growth across the Convenience Store channel.
WHAT YOU WILL DO…
Customer & Business Management
- Deliver annual operating plans for sales, profit, and trade management across assigned Retail and Wholesaler accounts.
- Develop, monitor, and adjust customer business plans to achieve sales, volume, share, and profitability objectives.
- Identify and cultivate new customer relationships to drive incremental volume growth.
- Sell in new products and secure optimal distribution across customer networks.
- Attend and support key customer trade shows to drive distribution opportunities and business growth.
Trade & Promotional Management
- Manage trade funding and promotional investments in accordance with company standards.
- Monitor trade budgets, spending, and volume performance through e4 or comparable trade planning systems.
- Develop and execute promotional strategies that balance customer profitability with shopper value.
- Conduct post-promotional analyses to evaluate volume, profit, spending, and consumption results, applying learnings to future initiatives.
Category Leadership & Insights
- Lead category business reviews and strategy discussions focused on market trends, consumer insights, business drivers, and growth opportunities.
- Leverage syndicated data (IRI/Nielsen) and category resources to identify opportunities and develop customer-specific solutions.
- Utilize retailer and shopper insights to develop localized assortment, pricing, and merchandising strategies.
Forecasting & Execution
- Develop accurate monthly forecasts through shipment, consumption, inventory, and demand analysis.
- Identify and communicate risks that may impact forecast accuracy or customer performance.
- Drive distribution growth, shelf presence, and in-stock performance across multiple route-to-market models, including wholesalers, distributors, and limited DSD environments.
- Partner with field sales and route-to-market teams to improve execution and reduce out-of-stock situations.
Cross-Functional & Broker Leadership
- Lead, communicate, and monitor the performance of third-party broker partners.
- Collaborate with Marketing, Customer Marketing, Category Management, Supply Chain, Sales Planning, and Brand teams to commercialize customer solutions.
- Represent customer and market needs internally by elevating operational challenges, execution barriers, and growth opportunities.
- Monitor competitive activity and adapt selling and merchandising strategies to protect and grow market share.
What Success Looks Like
- Increased distribution, visibility, and reorder consistency across Convenience Store accounts.
- Simplified execution through focused assortments, merchandising standards, and scalable selling strategies.
- Strong retailer and wholesaler relationships built on responsiveness, trust, and consistent delivery of results.
- Sustainable growth in sales, market share, and profitability.
WHO YOU WILL WORK WITH…
This role requires extensive collaboration with both external customers and internal cross-functional partners to drive business growth and execution across the Convenience Store channel. Externally, you will partner with national and regional convenience store retailers, wholesalers, distributor partners, third-party broker organizations, and key customer decision-makers to develop and execute strategic business plans, drive distribution growth, and deliver sales objectives.
Internally, you will work closely with teams across Sales Planning, Marketing, Brand Management, Customer Marketing, Category Management, Insights, Supply Chain, Customer Service, Finance, Omni Commerce, Field Sales, and Customer Strategy. You will also engage with corporate headquarters stakeholders to align customer plans with broader business objectives, ensure operational excellence, and deliver integrated solutions that support sustainable growth for both Campbell’s and its customers.
WHAT YOU WILL BRING TO THE TABLE… (MUST HAVE)
- Bachelor’s degree required.
- 6+ years of sales experience, with C-Store experience preferred.
- Experience using e4 or a comparable trade demand planning system.
- Strong financial acumen and trade fund management experience.
- Proven analytical, organizational, verbal, and written communication skills.
- Strong problem-solving and critical thinking abilities.
- Experience leveraging syndicated data sources such as IRI and Nielsen.
- Ability to effectively influence, negotiate, and present at senior customer levels.
- Strong interpersonal and relationship-building skills.
- Ability to manage multiple priorities and stakeholders in a fast-paced environment.
- Self-directed, detail-oriented, and quick to adapt to changing business needs.
- Entrepreneurial mindset with demonstrated flexibility, agility, and resilience.
- Ability to develop accurate sales forecasts and identify business risks and opportunities.
- Must reside within the Midwest region; preferred locations include Texas, Oklahoma, or the Kansas City area.
- Ability to travel approximately 10-20%.
IT WOULD BE GREAT IF YOU HAVE… (NICE TO HAVE)
- Convenience Store channel experience.
- Broker management experience.
- Strong category management and brand management knowledge.
- Knowledge of supply chain operations and logistics.
- P&L management experience.
- Experience working within Consumer Packaged Goods (CPG), food, beverage, or snack categories.
- Experience managing complex route-to-market environments involving distributors and wholesalers.
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