Position is responsible for strategic/tactical annual and trimester planning with Customer Planning Managers and sells at the Customers HQ level. Ensures the development of strong mutually beneficial relationships throughout company but most importantly with the customer wiring at all levels including General Office and KMA’s. Develops and executes customer-specific growth strategies while analyzing data to create fact-based presentations that drives positive sales results. This position works cross-functionally with all aspects of our business to include Sales, Category Insights/Management, Finance, Operations, Revenue Growth Management, E-Commerce Shopper Marketing and Brand Marketing. Key Role Responsibilities:
Develops a strategic partnership with Kroger that delivers on both company’s net sales, profitability, market share targets and customers aligned financial metrics, co-owned with the customers Category Manager.
Develops full revenue programs to align with customers’ key initiatives, corporate strategies and local market dynamics
Develops and implements promotional activity to fully maximize all trade promotions and maintain competitive advantage with Customer Planning team that includes regular check-ins, updates and report outs.
Leads the customer selling team in the development, implementation, and execution of strategic priorities. Ensures quarterly reviews are conducted with internal teams and customer.
Leverages insights as the foundation for all decisions. Identifies customer and company needs using best in class analytics, orchestrates implementation, and tracks results. Conducts pre and post analysis on all promotions to identify and correct missed opportunities for incremental volume/space opportunities.
Advocates for customer to ensure the customer receives appropriate levels of organizational support.
Works closely with Marketing Teams on the development of customer specific brand growth initiatives that provide growth for the company’s core brands as well as customers sub-commodities.
Maintains and regularly updates analysis of key competitors’ activities and their impact on all brands on a market-by-market basis.
Responsible for weekly meeting and presentations, as well as annual and semi-annual Top-to-Top presentations.
Job Requirements Key Behavioral Competencies:
Ability to achieve specific objectives/outcomes and set/meet key initiatives to achieve a win/win with the customer. Guides colleagues to set tasks and achieve objectives within project timeline.
Ability to support established project objectives, checkpoints and timelines and manage team members to meet project tasks and expectations.
Ability to effectively implement programs for area of responsibility.
Experience and expertise in customer negotiations.
Results achiever. Demonstrates an entrepreneurial mindset, has a passion for winning in the market and a focus on speed of action.
Education and Work History:
Bachelor’s Degree in Business Management, Marketing or related field
A combination of education, training and experience that results in demonstrated competency to perform the work may be substituted.
Ideal candidate will possess:
5 or more years’ consumer product account experience
Experience with the customers General Office, understands the culture and what is required to become a Trusted Partner. This includes knowledge of and demonstrated ability to use customer analytical tools. (Stratum Shop Data, Market 6 and IRI Gateway)
Strong working knowledge of sales processes and procedures, space management programs and DSD operations.
Proven track record of sales results with a customer strong analytic and communication skills (written, verbal, presentation and interpersonal skills)
Requires excellent presentation and written/oral communication skills, as well as, the ability to effectively negotiate and influence others.
Strong ability to lead with and without direct authority; collaboration with cross-functional business partners is highly critical.
Computer skills and proficiency, specifically PowerPoint, Excel, and Word is required, as well as proficiency with Data Warehouse, Trade Promotion Management, and Syndicated Data or similar analytical tools.