Key integrator across Sales and Customer Development. Leads annual and active plan management for assigned business unit. Develops prioritized sales goals, information and programs to translate into specific plans for field sales execution. Coordinates with Brand to develop, prioritize and execute plans consistent with long range goals. Communicates insights, category growth objectives, strategies and key business initiatives to the field. Establishes collaborative relationships with key customers and sales teams. Connects customer strategies and brand strategies to deliver accelerated growth plans. Responsible for development and performance management of direct reports. 7 years related experience.
Deliver the Annual Plan: Assumes leadership role to create and manage business strategies to ensure delivery of the annual plan for assigned brands, including national and channel-specific strategies, tactics and budgets.
Voice of the Customer: Be the internal advocate for the Customer. Represent the Customer point of view as the Brand, Innovation and Marketing teams develop their long and short-term strategies.
Set the Agenda: Manage the brand specific agenda and assist in initiative prioritization. Develop Customer level distribution and merchandising targets with supporting insights and merchandising activation plans for each key initiative.
Develops Category Stories with Actionable Insights: Leads and manages activation of insights-oriented srategies (e.g. category, shopper) for national and customer-specific levels. Develops category growth objectives, stories and new item presentations, facilitates presentation and communication of key initiatives sell-in, develops compelling sales materials and occasionally influences customers on sales calls. Analyzes and summarizes results of key initiatives, recommends and makes adjustments.
Provide Joint Business Planning Leadership: Develops strong linkage and serves as key point of contact between Customer Sales, Brand and COE Teams. Facilitates development and communication of JBP opportunities from the field as well as internal Brand initiatives and platform solutions.
Customer meeting leadership and support to enable MAPS and JBP
BS or BA in Business or related field. MBA preferred
7 – 10 years of experience in the following areas:
Developing, managing and executing strategic and tactical sales plans
Ability to successfully lead cross functional teams
Demonstrated ability to influence across an organization
Strong understanding of trade spending principles
Involvement with customer annual planning process
Project prioritization and management
Experience with and understanding of key retailer practices