Job details
Salary $72,000 - $85,000 a year
Full job description
About the job
About the role:
Drive sales strategies to grow danone business at assigned customer or within categories at assigned customerBe the key touch-point with customer across specific categories – sharing and selling the danone products to that retailerUnderstand customer business needs and build short and long-term strategies that support those customer goals while achieving company sales targets and financial expectationsExecute company plan at the customer level – building customer/category plans in coordination with the srCustomer planning managerLead and coordinate cross-functional company efforts with customers (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.
Key responsibilities
Build and execute the customer plan to grow the business
Coordinate selling process for the given customer for customer/channel/category to grow net sales
Gain a deep understanding of customer needs and priorities within covered categories (e.g., their kpis, business/category goals, etc.)
Develop sales/account plans to meet customer objectives while operating within danone corporate initiatives and guidelines (e.g., customized skus, operational targets, etc.)
Look for opportunities to gain distribution on new products and improve product exposure (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
Maintain and build offline planning to understand event roi, base price adjustment impact to net sales and retailer profitability
Enhance relationship with customer and danone
Build and maintain relationships with key customer personnel for specified categories
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.)
Coordinate top-to-tops and bring in sales leadership when necessary
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.)
Execute annual calendar visits at customer with internal and external leadership
Develop and deliver all customer presentations
Represent danone during annual tradeshows and conferences attended by customer
Monitor account performance and customer p&l
Manage the customer p&l or assist the cbm in managing the customer p&l (where applicable) – have very clear sense of the financial targets to hit with the customer/categories – growth rates, trade rates, etc.
Manage trade spending, promotional programs, spending across categories to reach targets
Manage total customer spending, deduction management and pre-pays within danone 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
Deliver in-store execution performance
Help define what success looks like in the store in coordination with the sales director
Be accountable for delivering on in-store success
Coordinate with the retail manager, broker organization, and broker leadership (acosta) in order to execute the in-store plans and deliver on kpis
Regularly walk stores to flag and fix issues when needed
Review po to ensure fill rate and on-time delivery of danone products
Maintaining communication with internal supply chain/customer solutions stakeholders, customer supply chain contacts and/or turn buyers on fill rate and adjustment to po
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-whitewave
Communicate emerging market needs and requirements for product development
About you
About you:
4 year business degree
1-2 years minimum with cpg company within a sales function
Demonstrated ability to achieve breakthrough results through the course of work
35-45% travel time
Open to relocation depending on customer covering – expect proximity with customer and team
About us
About us:
At danone, we believe that every time we eat or drink, we vote for the world we wantAs a leading food and beverage company, we make healthy, sustainably-produced foods and beverages that nourish people’s livesSome of our brands include dannon, activia, horizon organic, international delight, silk, oikos, so delicious dairy free, stok, two good, vega, and wallaby organicAnd as one of the largest certified b corporation® in the world, we are committed to redefining success in business to ensure that through our brands we create real benefits for people, our communities, and the planetWith headquarters in broomfield, co and white plains, ny, danone north america has more than 6,000 employees across the u.sAnd canada, and more than a dozen manufacturing facilities across north americaOur employees enjoy competitive pay and industry-leading benefits including flexible time off (no yearly cap) and up to 26 weeks gender-neutral paid parental leave, and share a common mission and culture committed to both business results and social purposeWhen you join danone north america, you become part of a global team that is inspiring a healthier world through foodPlease join us in nourishing lives & inspiring a healthier world through food! learn more @ www.danonenorthamerica.com
Danone north america doesn’t just welcome what makes you unique, we value itWe’re proud to be an equal opportunity and affirmative action employerAll hires to our team are based on qualifications, merit and business needsWe 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 statusFaithful 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
The base compensation range for this position is $72,000-85,000Danone 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.
Danone requires that corporate employees be fully vaccinated against covid-19 prior to entering the workplacePlease note that employees will be considered fully vaccinated two weeks after their second dose in a 2-dose vaccine series (pfizer or moderna), or two weeks after a single-dose vaccine (johnson & johnson’s janssen vaccine)The company will consider requests for reasonable accommodations for documented medical reasons and for sincerely held religious beliefs in accordance with applicable lawPlease do not include proof of vaccine status or any indication of a possible request for an accommodation when submitting your application materialsIf applicable, the company will follow up with you directly to request proof of vaccination and to discuss any potential accommodationsDanone can change company protocols at any time depending on local, state, and federal regulations.
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