Customer Sales Lead - UNFI & Whole Foods Market

Campbell's•Indianapolis, IN

3d•$117,600 - $161,700

About The Position

The Customer Sales Lead for UNFI and Whole Foods Market drives profitable growth across the Campbell’s Snacks portfolio within the Natural Channel. The role leads integrated customer growth strategies, expands market share, and strengthens strategic partnerships with UNFI and Whole Foods Market. It uses category management, consumer insights, and collaborative business planning to achieve volume, profit, and share objectives in a competitive marketplace. The position leads annual strategic business planning and customer growth plans; manages the UNFI distributor relationship; develops forecasts, promotional strategies, and customer business plans; and evaluates promotional performance, trends, profitability, and customer investments. It works with customer stakeholders and internal teams to pursue growth opportunities, support new item launches, improve distribution, guide assortment decisions, and execute customer-specific marketing programs. The role also monitors forecasts, deductions, post-audits, trade spending, shipments, inventory, and demand performance. The position requires approximately 20% travel as business needs require; relocation may be required. Physical requirements include occasionally lifting or moving up to 10 pounds, sitting for extended periods, and performing standard office-based activities such as computer work, communication, and collaboration. The role is full-time and salaried, with a target base salary range of $117,600–$161,700. Individual pay depends on work location and factors including experience, job-related skills, and relevant education or training; total compensation may include other forms of pay.

Requirements

Bachelor’s degree required.
At least 8 years of experience in the Consumer Packaged Goods (CPG) industry.
Prior Customer Sales Lead (CSL) experience.
Experience developing and executing customer growth strategies and annual business plans.
Financial acumen, including experience managing P&Ls, trade investments, and customer profitability.
Experience developing forecasts, promotional plans, and customer business reviews.
Strong analytical skills and ability to translate data into actionable recommendations.
Experience using syndicated data sources such as IRI, Circana (IRI), or Nielsen.
Excellent written, verbal, presentation, and negotiation skills.
Strong problem-solving and critical-thinking abilities.
Ability to influence and build relationships with key customer stakeholders.
Ability to partner effectively across multiple cross-functional teams.
Experience managing complex customer relationships and distributor partnerships.
Ability to travel approximately 20% as business needs require.
Ability to occasionally lift or move up to 10 pounds, sit for extended periods, and perform standard office-based activities.

Nice To Haves

Category Management expertise and strong category storytelling capabilities.
Deep knowledge of snack categories and CPG retail environments.
Experience working with Natural Channel customers, including UNFI and/or Whole Foods Market.
Knowledge of supply chain and demand planning operations.
Experience managing direct and distributor sales models.
Advanced understanding of loyalty data and shopper insights.
Ability to conduct executive-level customer meetings and presentations.
Experience leading large-scale customer initiatives involving multiple internal stakeholders.
Relocation flexibility.

Responsibilities

Lead integrated growth planning and annual strategic business plans with UNFI and Whole Foods Market.
Develop and execute customer strategies to grow net sales, profitability, and market share across the Campbell’s Snacks portfolio.
Manage the UNFI distributor relationship to support distribution and execution throughout the Natural Channel.
Create customer business plans, forecasts, and promotional strategies using sales-planning and customer-investment tools.
Analyze promotional performance, consumption trends, profitability, and spending effectiveness to optimize future investments.
Conduct joint business planning, including volume forecasts and promotional commitments.
Identify and execute profitable growth opportunities, including new item launches and expanded distribution.
Lead category business reviews using syndicated, loyalty, and shopper data to develop insights and strategic recommendations.
Partner with customer buyers, category managers, and merchandising leaders to implement Campbell’s brand strategies and initiatives.
Use category management principles and consumer insights to influence customer decisions and assortment strategies.
Develop accurate monthly forecasts and identify risks related to shipments, inventory, and demand performance.
Monitor deductions, post-audits, trade spending, and customer investments to ensure compliance with company standards.
Collaborate with Customer Marketing on customer-specific marketing programs aligned with brand objectives.
Assess customer performance, competitive activity, and market dynamics to inform growth strategies and investment decisions.

Benefits

Medical insurance beginning on the first day of employment.
Dental insurance beginning on the first day of employment.
Short- and long-term disability coverage.
AD&D insurance.
Life insurance for individuals, families, and domestic partners.
Matching 401(k) plan, available from the first day of employment with immediate vesting.
Unlimited sick time.
Paid time off.
Holiday pay.
Free access to the fitness center for employees in WHQ.
Access to on-site day care operated by Bright Horizons.
Access to a company store.
Campbell’s Cares matches employee donations and/or volunteer activity up to $1,500 annually.
Employee Resource Groups (ERGs).
Wellness benefits beginning on the first day of employment.