Customer Sales Lead, Kroger Division

Campbell's•Cincinnati, OH

16d•Hybrid

About The Position

Since 1869, Campbell's has connected people through food they love, stewarding iconic brands. This role supports Kroger and leads the development and implementation of integrated plans to grow topline and bottom-line, with an executional focus on key Kroger divisions. The position is responsible for proactively managing, monitoring, evaluating, and updating the overall business plan to meet volume, profit, and share objectives. It also involves implementing brand strategies and tactics with Kroger by working closely with key decision makers and utilizing category management initiatives to drive customer decisions. This role will work hand in hand with the Campbell’s Direct Store Delivery (DSD) selling and delivery operations team to ensure best-in-class execution in the market. The position requires strong cross-functional leadership, financial acumen, customer interface skills, and strategic agility capabilities, with a critical ability to manage complex situations and simplify them into actionable steps.

Requirements

Bachelor's degree.
6+ years’ experience in the CPG industry.
Working knowledge of the Syndicated database & technical skill to leverage the data.
Strong understanding of and experience with P&L management.

Nice To Haves

Strong written and verbal communication skills
Must possess excellent problem-solving skills
Strong analytical thinking and analysis capability
Ability to pull/use syndicated data (IRI/Nielsen)
Ability to negotiate
Strong interpersonal and influencing skills
Ability to penetrate and conduct meetings at high levels
Category & Brand knowledge preferred
Knowledge of Supply Chain operations preferred
P&L management experience preferred
Experience managing a DSD business in the past preferred
Ability to travel as needed

Responsibilities

Lead the integrated growth planning process and annual strategic plan with Kroger.
Own and manage total Kroger financial KPIs, aligned to the nine priority divisions, display goals, and division-level execution priorities.
Serve as the lead contact for assigned Kroger divisions, including ownership of lead selling materials and quarterly execution engagement.
Manage division-level OSA improvement plans and fine management to improve execution and retail availability.
Manage supplier relationships on assigned categories.
Utilize the sales planning tool and customer investment system to create optimal customer plans.
Develop and implement trade promotion strategies and tactical plans with the customer.
Works closely with our DSD Field Sales Organization and Independent Operators to win with our customer in the marketplace.
Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities.
Monitor and manage deduction balances and conduct post audits.
Leverage shelf solutions to drive retail availability and additional product placements in store.
Conduct category business reviews, leveraging loyalty and syndicated data, to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc.
Leverage Category Management resources and loyalty data appropriately.
Knowledgeable of Campbell brand strategies and tactics and implements by working closely with the customer's key decision makers which include buyers, category managers, and merchandising leaders.
Utilize sound category management practices to proactively link consumer and shopper trends and opportunities.
Lead the customer in the execution of category assessments.
Develop and lead accurate monthly forecasts in order to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes for the entire team.
Proactively identify potential risks or threats to monthly forecasts.
Sell in new items to the customer and work with key customer personnel to achieve optimal distribution.
Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies and track and monitor progress of new item and initiative development.
Identify profitable opportunities to grow incremental volume.
Assess customer's competitive position, behaviors and strategies and understand how they align with company strategic goals and determine appropriate investment strategy (use of trade, customer marketing, and integrated marketing equities) that will best support a customer's revenue, profit and share growth.
Develop productive working relationship with key decision makers within the customer's organizational structure.
Manage numerous key customer touch points.
Manage trade funding in accordance with company standards.
May be responsible for managing all categories or select categories, depending on the specific customer.
Requires varying degrees of cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, Customer Business Managers, etc.) as well as with World Headquarter personnel (e.g., Integrated Marketing, Customer Development, Brand Management, etc.) based upon the size, complexity and strategic importance of the customer.
Working closely with our DSD Field Sales Organization and Independent Operators to win with our customer in the marketplace.
Partner with the Director, Sales Operations Planning and Key Account Managers to identify, create, and execute division-specific priorities.

Benefits

medical
dental
short and long-term disability
AD&D
life insurance (for individual, families, and domestic partners)
matching 401(k) plan
unlimited sick time
paid time off
holiday pay
free access to the fitness center (if in WHQ)
on-site day care (operated by Bright Horizons)
company store
Campbell’s Cares program matches employee donations and/or volunteer activity up to $1,500 annually
Employee Resource Groups (ERGs)