Manager, Customer Planning, B2B

3 weeks ago

Huntersville, United States Newell Brands Full time

Job Summary:

The role of Manager, Customer Planning (Customer Champion) is to drive market share growth and profit growth through the successful implementation of brand initiatives within channel/customer. Role collaborates with sales and internal partners to improve sales forecasting, secure greater share of retailer assets (distribution, shelving, merchandising), improve customer price realization profitability and support key customer engagements.

Responsibilities:

Annual Plan Development & Delivery

  • Supports the deployment of budget targets across customers and channels to ensure Brand targets are met or exceeded. Includes bottoms up sales forecasting, identifying building blocks, key plan drivers and risks/opportunities.

  • Supports roll-up of annual plans to help inform budgeting process and determine where gaps exist. Drives resolution process to address and close gaps between field sales and Brand partners.,

  • Creative brainstorming partner for sales on alternatives to achieve sales/profit objectives.

  • Works with Field Sales and Customer Strategy to develop in-period contingencies when annual plan is at risk or opportunities to overdrive are present,

  • Provides Brand \ Category Planning Call support by providing customer \ channel input into S&OP cycle ( DRM). Focuses on driving continuous improvements to forecast accuracy and attainment with Field Sales.

  • Supports Product supply prioritization, allocation recommendations, and sales communication when prolonged supply \ demand in-balance issues exist.

  • Monitors Innovation Sell-In and Reporting at customer \ channel level. Works with Customer Strategy to develops contingency actions when\where needed to deliver Innovation execution excellence.

Liaison Between Sales & Marketing

  • Represent the voices of the customer internally and the voice of the customer externally

  • Continuously seeksto drive objective alignment between both internal & external customers

  • Develop skillset to serve as a “Brand Champion” by supporting sales commercialization efforts on new products/ initiative launches

Customer P&L Management

  • Continuouslyidentifies opportunities to optimize customer and channel P&Ls.

  • Leads sales review of optimization opportunities (Exit or Fix) on negative margin SKUs/ Customers at customer \ channel level

  • Works with Brand Finance to develops pro forma P&Ls for assortment swaps, line review recommendations, seasonal programs, merchandising displays.

  • Responsible for financial analysis on price exceptions and ITN investments outside of existing guardrails

  • Leads financial analysis on Price Exceptions and ITN investments outside of existing guardrails to ensure alignment with category \ brand strategy and to maximize Returns on customer Investments

Customer Price Strategy Execution

  • Ensures GTM price strategy is executed within customer \ channel responsibility

  • Monitors and highlights to Customer Strategy when competitive pricing strategy needs to be reviewed, challenged or adjusted,

  • Manages invoice-to-net channel/ customer pricing to minimize channel conflict and unlock growth

  • Partners with Sales to identify negative ROI promotions and areas for trade promotion optimization at the customer \ channel level

  • Provide pricing challenge to sales operations on E&O selling opportunities

Supports Customer Engagements

  • Line Review (LR)- internal leader for LR preparations on strategic customers. Makes DSMP recommendations, assess financials, secures approvals

  • Joint Business Planning (JBP)- supports sales in JBP gap closure efforts with opportunity assessment/valuation and secures internal approvals

  • Trade Shows- represents the business at trade shows by demonstrating category and company knowledge to customers visiting Newell exhibits

Managerial Responsibilities ( Where Direct Reports Exist )

  • Leads the Talent recruitment, selection, performance management, and career planning activities for Category Strategy direct reports

Key Qualifications:

  • Bachelor’s Degree; required

  • 5+ years of experience with a CPG or durable company, ideally in channel management, brand management, insights or sales, preferably with retail/ mass channel

  • Experience using Syndicated POS and Panel data to support critical analysis

  • Experience managing a minimum or $10-20M book of business

  • Experience working in a matrixed organization with demonstrated ability to partner with multiple teams to achieve results.

  • US retail customer knowledge

  • Strong business acumen with the ability to influence different key players within an organization

  • Ability to calculate and manage risk

  • Demonstrated ability to effectively manage change

  • Excellent communication skills, both written and verbal

  • Strong people leader with proven success of managing and developing high performing teams

  • Ability to travel 25% of the time

_Newell Brands (NASDAQ: NWL) is a leading global consumer goods company with a strong portfolio of well-known brands, including Rubbermaid, Sharpie, Graco, Coleman, Rubbermaid Commercial Products, Yankee Candle, Paper Mate, FoodSaver, Dymo, EXPO, Elmer’s, Oster, NUK, Spontex and Campingaz. We are focused on delighting consumers by lighting up everyday moments. Newell Brands and its subsidiaries are Equal Opportunity Employers and comply with applicable employment laws. EOE/M/F/Vet/Disabled are encouraged to apply.

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