Customer Development Manager

2 weeks ago

Denver, United States CareerBuilder Full time

Key Role is to implement category growth drivers relevant to customer / channel, embedding category strategy within customer teams and customer plans, & deploying category strategies to customer/s
1. Category Strategy
Implement Category Growth Drivers relevant to Customer / Channel
Embed Category Strategy within Customer teams and customer plans
Deploy Category Strategies to Customer/s
2. Revenue Management
Lever 1: Strategic Pricing (Execute (promotional guidelines: frequency, depth, mechanics) in partnership with PRGM)
Owns the plan for gap of price index to target and the corrective action plan in partnership with sales team and PRGM
Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM
Lever 3: Mix
Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM
Drives influence in partnership with PRGM in developing the right commercial selling story to drive higher ROI promotions (Plan development and pre & post evals)
GPS/Forecasting business processes
Long term/AOP (bottom up plan alignment). Ensure that the retailer landscape in understand to unlock AOP ambition with the identification of all vol/val sales opportunities
TLG + BB R&O. Check and adjust against DSA growth ambitions set in the AOP understanding risks and opportunities and cashing up overall impact in partnership with PRGM
DPSS (Distribution, Price, Share of Shelf, Share of Feature)
Distribution execution and tracking.
Monitor the strategy of where our KVI's need to be distributed incorporating shopper, category and competitor insights and development commercial selling stores to close gaps
Ensure achievement of the parameters for pricing for both day to day and promo pricing and enable course correction
Share of Shelf (and flow)
Track and enable compliance with course correction where required
Share of Feature
Track and enable compliance with course correction where required
DPSS R&O and action planning (as feeder in TLG)
Detailing gaps to DPSM targets to Operations; and supporting with compelling selling stories to enable gap closure.
Enablers:
Customer Trading Strategy
Execute OBPPC commercial trading strategies by channel
Ensure bottom up plans deliver against target, and capture risk and mitigation opportunities to gap close
Create compelling customer selling stories to enable delivery of all commercial objectives
Briefing the Operations team on customer initiatives aligned with trading strategy, and support with selling stories to enable execution
Ensure activation plans align with promo grid to maximise execution in-store and better through the line execution
Ensure that all elements across Cat Strat, PRGM, GPS and DPSS are tracked and delivered for innovation
Go To Market Planning and Selling Story translated from national stories to customer specific stories
Volume Forecasting validation and implementation with KAM
Performance measurement and tracking
Category / Market
Brand / Competitor
Brand performance to Target
Customer performance to Target
Market performance to assumptions
DPSS
Ad Hoc reporting / presentations
About you

Qualification(s):
Relevant Business Degree, with a Sales, Marketing or Business management specialization
Experience and Skills:
Sound Category, Marketing, Operations and Key Accounts background
Minimum of 8 years of experience in Category Management / Marketing / Sales in FMCG
Proficient in MS Office: Excel, Word, Outlook, PowerPoint
Proven success in commercial-focused environment
Proven ability to develop strong working relationships
Advanced communication skills (written, oral and listening)
Internal and external customer service skills
Customer, Category and Channel Knowledge
Proven ability to filter and cascade top-down feedback
Excellent interpersonal skills
Role needs strong acumen to develop strategy and make decisions across a variety of commercial functions
State specific complexities within the role:
A comprehensive skill set is required across category management, key accounts, brand and shopper marketing
About us

A job which could easily turn in to a career in Danone.

We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoners potential and when we build careers based on these superpowers and when we develop everyones potential to the fullest magic happens. This is how we like to see Talent Management in Danone.
This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers.

Challenge, innovate , convince

and find alignment when needed.

This role has no direct reports.

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