Req-60298 Sr. Director, Customer Business Development – Channels (Open)

Imagine...working for a company that knows that its people are the key to its success in the marketplace. A company in which achieving extraordinary results and having stimulating work experiences are part of the same process. 

We cultivate and embrace a diverse employee population. We recognize that people with diverse backgrounds, experiences and perspectives fuel our growth and enrich our global culture. 

We are looking for an individual who enjoys working in a fast-paced, team-oriented environment, likes to be challenged, and values the opportunity to make a difference. 

General Summary 

The Sr. Director, Customer Business Development – Channels is the lead Sales liaison between Campbells Snacks Sales and all commercial functions and is responsible for the flawless delivery of channels commercialization and strategy (Finance, Supply Chain, and R&D. The successful candidate will work closely with VP National Accounts to develop and execute the annual operating plan and to deliver AOP goals and customer JBP commitments. 

Primary Responsibilities 

Partner with Field Sales, Sales Finance, Shopper Insights, Category Strategy, Category Management, Brand Marketing, Shopper Marketing and Revenue Growth Management (RGM) to identify and execute initiatives to achieve sales objectives. 

This position is also responsible for partnering with the category teams and sales to support our demand & trade forecast needed to support the delivery of commercial plans. 

• Leads the Customer Business Development team to deliver financial and marketplace objectives 
• Develop business process to enhance division wide communication and business input to help deliver business objectives

• Leads Channels Annual Operating Plan process in partnership with Customer planning and execution

• Ensure we are incorporating customer perspectives, delivering on customer requirements and priority initiatives, and developing contingency plans 

• Develop Customer / Channel specific Gross Sales, Net Sales, and Trade Annual Operating Plan targets 

• Ensure big bet innovation strategies are developed with the voice of the customer in mind and are executed seamlessly – including setting achievable targets, creating compelling selling stories, and developing strong execution plans 

• Act as the Sales voice in Portfolio Management Review (PMR) and Commercialization (Stage Gate) across all innovation projects 

• Lead compelling brand offense and defense selling materials for Customer Sales

• Partner with Revenue Growth Management (RGM) and Brand Marketing on multiyear price pack architecture (PPA) strategy and execution plan 

• Partner with sales operations and supply chain to problem solve as headwinds and opportunities arise (i.e. allocations, demand shaping) 

• Partner with Category Strategy and Brand Marketing to develop optimized channel assortment recommendations 

• Own communication of customer forecast and business drivers to internal functions related to Demand Planning and IBP 
• Supports Channels team in negotiations and selling activities

Job Complexity 

Develop and maintain strong working relationships with Sales Strategy leadership (Category Strategy, Revenue Growth Management and Sales Planning), other sales functions (Category Management, Sales Finance, Field Sales), and cross-functional partners (Brand, Finance, Supply Chain, etc.) 

• Strong financial and marketplace acumen 

• Strong communication and influencing skills  

• Understands the unique characteristics and challenges of various retail channels and retailers and their implications and opportunities within the Category 

• Able to synthesize data from multiple sources to develop clear strategic initiatives and compelling selling stories 

• Ensures continuous improvement through the introduction of new approaches to evaluating and growing the business 

Minimum Requirements: 

Bachelor's Degree required 

Minimum 12 years CPG sales experience required; previous experience should include some or all the following: 

• Customer Sales / Customer Management 

• Commercialization/Gating
• Category Management 

• Category Strategy 

• Revenue Management 

• Trade Marketing / Trade & Promotional Planning 

• Sales Finance 

Skills required for success: 

• Communication 

• Problem Solving 

• Analytics 

• Financial Acumen 

• Ability to Influence / Sell 

• Negotiation 

• Process management