Customer Business Lead, Natural Channel

Mondelēz International•San Antonio, TX

1d•$140,300 - $192,940•Remote

About The Position

The Customer Business Lead, Naturals (CBL), drives selling efforts to the customer as a member of a Customer Business Team. The CBL manages assigned categories within the MDLZ Portfolio and acts as a liaison between Mondelez International/Customer Business Team (CBT) and the Customer's Headquarter (HQ) Team. The CBL will be responsible for key Natural accounts including Whole Foods, Sprouts and Trader Joe’s. Portfolio of business spans Cookies, Bars and Crackers including brands such as Tates and Clif Bar. The CBL will be responsible for the selling activities across several categories and have planning responsibility. The incumbent delivers revenue and share objectives, pursues business strategies to grow the company franchises through the use of customer-specific programs, provides category management expertise to the account, ensures that coordinated, cross-functional sales value is delivered to the customer, and supports Customer Service/Supply Chain based activities and initiatives. This is a remote position based out of Texas or Arizona due to required customer travel.

Requirements

Prior operational forecasting experience and analyzing consumer trends
Strong financial acumen with an understanding of profit and revenue drivers and analysis
Ability to establish and maintain and elevate effective relationships with customer
Agility over Perfection
Entrepreneurial spirit and growth mindset
Execution with excellence and prioritizing results
Follow through on commitments and persevere through challenges to find creative solutions
High School Diploma or GED required
7+ years of progressive sales/account management experience with an excellent understanding of business processes and systems, ideally in the CPG industry or adjacent.
Previous HQ account management experience with Whole Foods, Sprouts or similar large strategic natural channel customer is required.
Direct experience with distributor management including UNFI and/or Kehe.
Previous people leadership experience.
Strong analytical skills: able to analyze customer, consumer and category data and make business building decisions based off this analysis.
Proficient in Microsoft Office programs and overall computer skills

Nice To Haves

Bachelor's degree preferred.
knowledge of Salesforce, NIQ and/or SPINS preferred.

Responsibilities

Build Mondelēz International business with the customer as measured by profitability achievement, share gains, volume targets, special programs, and new item introductions.
Develop and cultivate effective, positive business relationships with key customer decision makers - penetrate all levels and key functions of the customer.
Collaborates with Category Planners, Shopper Marketing, and Key Stakeholders to tailor Mondelēz International programs consistent with customer strategies through the development of Sale’s presentations to sell‐in new items, new distribution, merchandising events, etc.
Create synergies in the Mondelēz International portfolio of products to drive customer profitability and Mondelēz International revenue, consumption and share.
Translates business unit priorities into a comprehensive plan for the period.
Collaborates with customer to ensure compliance and performance on agreed upon strategies / tactics.
Proactively manages and owns the plan: Translates priorities into actionable plans specific to category/customer.
Collaborates with the Customer, gaining alignment on plan and key supporting tactics.
Builds/delivers revenue, profit, and share by applying category management principles and business analytic best practices to identify key category drivers and implementing business recommendations to drive Mondelēz International & Customer growth.
Ensure accuracy of LE by updating customer plan & TPM Customer Plans based on actual performance; targeting continuous improvement in forecasting and “Revenue Call”.
Manages communications with Supply Chain ensuring accurate, timely Forecast and order management.
Provides updates to management on competitive activity (Customer and in the Market), Customer specific strategy changes, key marketplace updates and other business-related activities.
Conducts category analysis by utilizing current consumer and category insights and KPI Reports.
Analyzes the category, the customer and the consumer information to make strategic business building decisions.
Leverages analytical support to understand customer/category implications of the information presented.
Recognizes opportunities to grow share / profitability with the customer.
Evaluates post event analytical support to determine profitability and ROI of trade funded events.
Determines areas for improvement and increased trade efficiencies.
Collaborates with the customer to continually refine future plans.
Manages operating costs: Manages effective trade funds spending within budget.
Develops effective and efficient merchandising that maximize ROI.
Ensures timely and efficient resolution to Customer deductions.
Reviews KPIs to determine necessary action steps to improve category profitability.
Ensures the resolution of post audit deductions (with administrative support when appropriate).
Adheres to auditing policy and procedures.