Senior Customer Business Manager, Southeastern Grocery

1 month ago

BROOMFIELD, United States Danone North America Full time

About the jobSenior Customer Business Manager, Southeastern Grocery (Publix, Food Lion, Harris Teeter, Southern Regionals)At Horizon Organic, we're growing a culture of passionate people driven to do good for the horizon we all share. We're building the tomorrow we want to see. Every single day.Joining our team means being part of a dynamic environment where your skills are valued, and your contributions make a real difference. We offer diverse opportunities for career growth and development. Embark on a rewarding journey with us in shaping the future of organic dairyTwo generations of families-and counting-have grown up on Horizon Organic milk. From the start, as the leading organic milk producer in the U.S., Horizon has been committed to delivering innovative, nourishing dairy that growing families can rely on.In 2023, Horizon Organic became a brand of Platinum Equity.Today, Horizon works with more than 500 farmers across the U.S. to bring high-quality, certified organic milk to consumers. For more information on Horizon's full portfolio of organic dairy products, visit Horizon.com.About the Job:We are currently looking to hire a Senior Customer Business ManagerThis is a unique opportunity to join an outstanding business, with the iconic Horizon Organic brand and the innovative Wallaby yogurt brand, a distinctive premium, organic portfolio with a long-lasting strong commitment to sustainability across its value chain.The Sr. CBM drives sales strategies to grow the Horizon Organic Dairy business at key retailers in the Southeast including Publix, Food Lion, Harris Teeter, and Southern Regionals. Be the key touchpoint with customers - sharing and selling the Horizon Organic products to retailers. Understand customer business needs and build short and long-term strategies that support those customer goals while achieving company sales targets and financial expectations. Execute company plan at the customer level - building customer/category plans. Lead and coordinate cross-functional company efforts with customers (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.The role can be hybrid or remote with a preference to be based in the Southeastern US.Reports to: VP of SalesResponsibilities in this role will include:Build and execute the customer plan to grow the business:Coordinate selling process for your customers to deliver sales objectivesGain a deep understanding of customer needs and priorities (e.g., their KPIs, business/category goals, etc.) and represent them to the headquarter teamDevelop sales/account plans to meet customer objectives while operating within company initiatives and guidelinesGain distribution on new products and improve product exposure (shelf positioning, advertising, and promotions) - including monitoring what competitors are doingNegotiate with customer headquarters/category buyers on pricing, new items, and promotionsCollaborate with customer and internal teams on joint business plansLeverage internal resources (category management, customer planning, shopper marketing, etc.) to drive success at customerWork with Broker Partner on supported accounts to deliver sales objectivesEnhance relationship with customer:Build and maintain relationships with key customer personnelDevelop calendar for customer-touchpoints - define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)Coordinate top-to-tops and bring in sales leadership when necessaryEngage cross-functional experts with customers as needed (e.g., category deep-dives, latest shopper marketing, etc.)Prepare for and conduct scheduled customer business reviewsExecute annual calendar visits at customer with internal and external leadershipManage the development and delivery for all customer presentationsRepresent the Premium Dairy business during annual tradeshows and conferences attended by customerMonitor account performance and customer P&L:Manage the customer P&L - have very clear sense of the financial targets to hit with the customer - growth rates, trade rates, etc.Manage trade spending, promotional programs, spending across the brands to reach targetsManage total customer spending, deduction management and pre-paysProvide key inputs for demand planning - own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP processTrack account-level performance and adjust behaviors to hit targetsPerform account administration, including finalizing customer contracts and requests for trade funding (beyond plan)Ensure accurate and timely submission of customer promotional contractsInput expected trade/shopper spend (total customer plan) for each promoDeliver in-store execution performance:Help define what success looks like in the store in coordination with the sales leaderBe accountable for delivering on in-store success (retail KPIs)Regularly walk stores to flag and fix issues when neededProvide customer/category feedback internally:Communicate customer needs to internal stakeholdersLead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distributionManage internal updates related to planning system, merchandising calendar, and distributionProvide category thought leadership and insights from customers to drive both category growth and business.Communicate emerging market needs and requirements for product developmentThe base compensation range for this position is $125,000.00 - $170,000.00 commensurate with experience. About you4-year business degree or equivalent experience5+ years minimum with CPG company within a Sales functionDemonstrated ability to achieve breakthrough results through the course of workPublix experience preferredBroker management experience preferredSE geographical location preferred35-45% travel time
About Danonehttp://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdfhttps://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf#LI-DNI

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