CBM, Regionals- Mid Atlantic

Job description

The Customer Business Manager Mid-Atlantic will drive sales strategies to  grow all Danone North America Business Units  at Ingles, Merchants Distributor Inc (MDI), and Lowes.  Be the key touch-point with customers – sharing and selling the Danone 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 in coordination with Net Sales targets.   Lead and coordinate cross-functional company efforts with customers  (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plans.

Remote , ideally located in NC/SC/TN due to customer geographic proximity

 

In addition to driving results and using resources effectively, the CBM will be responsible for training, developing, and retaining a Sales Analyst . 

 

Key responsibilities

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·  Build and execute the customer plan to grow the business
·  Coordinate selling process for the given customer for customer/channel/category to deliver profitable growth
·  Gain a deep understanding of customer needs and priorities (e.g., their KPIs, business/category goals, competition, etc.)
·  Develop sales/account plans to meet customer objectives while operating within Danone NA corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
·  Look for opportunities to gain distribution on new products and improve product exposure (acv distribution, shelf positioning, advertising, and promotions) – including monitoring what competitors are doing
·  Negotiate with customer headquarters/category buyers on pricing, new items, and promotions
·  Collaborate with customer and internal teams on joint business plans
·  Leverage internal resources (category management, customer planning, shopper marketing, etc.) to drive success at customer
·  Enhance relationship with customer and Danone NA
·  Build and maintain relationships with key customer personnel
·  Develop calendar for customer-touchpoints – define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)
·  Engage cross-functional experts with customer as needed (e.g., category deep-dives, latest shopper marketing, etc.)
·  Prepare for and conduct scheduled customer business reviews (e.g., bi-annual re-sets, JBP, etc.)
·  Manage the development and delivery for all customer presentations
·  Represent Danone NA during tradeshows, conferences, and events attended by customer
·  Monitor 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 meet targets and remain within compliance of all Danone Guardrails
·  Manage total customer spending, deduction management and pre-pays within Danone NA guidelines
·  Provide key inputs for demand planning – own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP process
·  Track account-level performance and adjust behaviors to hit targets
·  Perform account administration, including finalizing customer contracts and requests for trade funding (beyond plan)
·  Ensure accurate and timely submission of customer promotional contracts
·  Input expected trade/shopper spend (total customer plan) for each promo
·  Provide customer/category feedback internally
·  Communicate customer needs to internal stakeholders
·  Lead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution
·  Manage internal updates related to planning system, merchandising calendar, and distribution
·  Provide category thought leadership and insights from customer to drive both category growth and business across Danone NA.
·  Communicate emerging market needs and requirements for product development
·  4 year business degree
·  3-5 years minimum with CPG company within a customer facing Sales function
·  Strong communication skills (written, verbal, & active listening)
·  Strong analytical & problem-solving skills
·  Proficient in Microsoft Office – Word, Excel, Powerpoint
·  Ability to be both a self-starter and team player
·  Category management background a plus
·  People management experience an asset
·  Open to remote (30% travel), ideally located in NC/SC/TN due to customer geographic proximity for Category Reviews, JBP’s, Food Shows, Conferences, Golf Events, Grand Store Openings, etc.)

At Danone North America, you’ll work with some of the best-known food and beverage brands in the world like Activia, Silk, Two Good, Oikos, evian, and Happy Family. You’ll be part of one of the largest Certified B Corps ™ in the world , working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU .

 

The base compensation range for this position is $100,000- $140,000commensurate with experience. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

 

Danone North America doesn’t just welcome what makes you unique, we value it. We’re proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect.

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf

https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

 

 

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