Customer Development & Insights Manager, Costco (West Coast Region)

About the Role

The Customer Development & Insights Manager will be responsible for developing strategic business opportunities for Costco Wholesale. This role will report to the Sr. Director, Costco Global Sales and the primary responsibility will be to provide insights pertaining to current business trends as well as recommendations on future developments and Customer forecasting. In addition, this role owns building out weekly communication to the Costco Team and PNC Leadership by pulling data and building an executive summary on key insights or changes to business. This role needs a deep understanding of the business and how to build executive summaries and presentations that provide compelling data on the customer internally. They will also assist in building out customer presentations designed to target and increase sales results and consumer penetration. The role will provide recommendations to grow both our current business as well as the department simultaneously.

Responsibilities

• Strategic customer centric development to influence and drive growth and increased penetration
• Provide insights and recommendations to develop new custom packs and creative programs
• Educate both internally and externally on trends and opportunity gaps at the customer level

Customer Level Insights Development (50% of Time)

• Develop customer-specific insights to build understanding of account. Help provide insights and customize the National PNC Category Selling story
• Work cross functionally with internal HQ category, Sales Strategy, and Marketing on new item development and sell stories based on customer level category insights
• Manage the new item setup process and track and analyze new item introductions
• Provide weekly update on Costco Business internally up to PNC Leadership
• Own Weekly Costco Meeting to review WOS and inventory changes/challenges
• Owns running weekly CRX/IRI reports for Costco Team and providing key insights on data
• Maintain price value audits for customer reporting and internal channel management
• Competitive analysis with report out both internally and externally
• Engage Costco external partners to maintain programs and program development and partnerships
• Attend all Costco Meetings to provide insights as needed

Strategic Planning (30% of Time)

• Assist Director in building out Costco Presentations
• Leverage available reports/Numerator to extrapolate both short term and long-term actionable insights for business
• Maintain reporting as well as current trends and gaps for both Costco and internal stakeholders
• Document competitive product entries and impact to both the category and our brands.
• Participate in the Integrated Business Planning (IBP) process, proving key customer insights to inform sales, production, and financial planning.
• Lead forecasting efforts to ensure they reflect both market conditions and customer sales strategies
• Large event (MVM) planning & forecasting, including operational execution

Annual Plans Development and Implementation (20% of Time)

• Participate in annual plan development for current year and 5 year horizon
• Assist in development of Joint Business Planning Meeting
• Ensure continuity for all volume driving activities throughout all PNC systems to ensure flawless execution

Requirements

• Bachelor’s degree or equivalent work experience
• 5+ years of relevant Sales experience within Consumer-Packaged Goods (CPG) industry
• Deep previous experience working on Costco sales presentations, item development, projects/Support
• Experience with Data analytic and systems (IRI)
• Proficient experience with reporting tools and platforms, Excel and reporting analytics
• Financial impact analysis / ROI reporting
• Effective short- and long-term forecasting capabilities
• Experience in demand forecasting

Skills and Mindset

• Independent, self-driven individual with the ability to build vs. manage
• Proficient in data driven decision-making and strategic planning
• Collaborative teamwork and alignment
• Creative approach with a desire for continuous improvement
• Deep Expertise in sales and category management within CPG
• Expert level Excel/MS Office skills
• Must be willing to travel up to 25%

What the Work Is Like

• You'll spend a significant portion of your day working on a computer, reviewing data, creating reports, communicating with partners, and joining virtual and in-person meetings
• This role requires frequent and ongoing use of a keyboard, mouse, phone, and other office technology
• You'll regularly navigate multiple systems at once, analyze detailed information, and shift between competing priorities and deadlines
• You'll communicate regularly with team members, cross-functional partners, external partners, and leaders through meetings, Outlook based email, messaging platforms such as Microsoft Teams, and presentations
• Occasional movement around the office may be required for meetings, collaboration, and team activities
• May occasionally lift or move office materials weighing up to 10 pounds

The 5 Capabilities or Mindsets Most Relevant to This Role

• Being all-in
• Be a builder
• Start & end with consumer
• Embody a strategic mindset
• Challenge ideas respectfully

Work Environment

This position will be based remotely on the West Coast and each remote employee comes to our Emeryville, California headquarters a few times per year for various meetings, such as annual departmental team building and planning meetings, annual plan kick-off all-hands meeting, quarterly state-of-the-company updates, or other large cross-functional meetings.

Pay

The expected pay scale for this role if you're based in Seattle, San Francisco, or Los Angeles is $130k to $140k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role. The expected pay scale for this role if you're based in any other West Coast region is $125k to $135k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.