Sr Customer Sales Lead

How you will make history here....

The Customer Sales Lead, Convenience Channel, 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 Convenience Channel retail and wholesale 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 Snacks brand strategies and tactics by working closely with key decision makers at Convenience channel retailers and wholesalers, utilizing consumer insights and category management to drive key initiatives.

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

Principal Responsibilities: 

• Lead the integrated growth planning process and annual strategic plan at 7- Eleven, McLane and / or other similar Convenience Channel Customers. 

• Manage Wholesaler/ distributor relationships across all snacks 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 Broker Sales Organization to win with our customers 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 dedicated customers   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. 

Job Complexity / Scope: 

• 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 relationships with key decision makers within the customer's organizational structure. 

• Manage numerous key customer touch points. 

• Manage trade funding in accordance with company standards. 

• Responsible for managing all snacks categories

• Requires varying degrees of cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, Customer Business Managers, etc.) as well as with World Headquarter personnel (e.g., Integrated Marketing, Customer Development, Brand Management, etc.) based upon the size, complexity and strategic importance of customers. 

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

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

What you bring to the table (Must have)

·     Minimum education required: Bachelor's degree. 

·      Years of relevant experience: 10+ years' experience in the CPG industry. 

·      Convenience Channel experience is highly preferred

Knowledge, skill, and abilities preferred: 

·     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 

·     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 Convenience channel retailers and wholesalers preferred 

·     Experience working closely with Brokers and /or Broker management preferred

Working Conditions 

• Travel to customer appoints, approximately 25-30% travel

Disclaimer 

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.