Customer Sales Lead, Kroger Division

Since 1869, we've connected people through food they love. We’re proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell’s brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao’s Homemade, Snack Factory, Snyder’s of Hanover, Swanson, and V8.

About the role

The Customer Sales Lead will support Kroger and lead the development and implementation of integrated plans, growing topline and bottom-line, with an executional focus on key Kroger divisions. Responsible for proactively managing, monitoring, evaluating, and updating the overall business plan to meet all volume, profit, and share objectives. 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 occurs in market. The position requires strong cross-functional leadership, financial acumen, customer interface skills, and strategic agility capabilities.

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.
• Work 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, and incremental opportunities.
• Leverage Category Management resources and loyalty data appropriately.
• Implement Campbell brand strategies and tactics by working closely with the customer's key decision makers, including 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 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 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.
• 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 relationships 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.
• Interact cross-functionally within the customer team (e.g., Finance, Category Management, Customer Marketing, Customer Business Managers) and with World Headquarters personnel (e.g., Integrated Marketing, Customer Development, Brand Management).
• Maintain a working knowledge of the Syndicated database and technical skill to leverage the data.
• Demonstrate a strong understanding of and experience with P&L management.

Requirements

• Bachelor's degree (minimum education required).
• 6+ years’ experience in the CPG industry.

Skills

• Must have:
  • Strong written and verbal communication skills.
  • Excellent problem-solving skills.
  • Strong analytical thinking and analysis capability.
  • Ability to pull/use syndicated data (IRI/Nielsen).
  • Strong negotiation skills.
  • Strong interpersonal and influencing skills.
  • Ability to penetrate and conduct meetings at high levels.
• Nice to have:
  • Category & Brand knowledge.
  • Knowledge of Supply Chain operations.
  • P&L management experience.
  • Experience managing a DSD business.

Benefits

• Benefits begin on day one and include medical, dental, short- and long-term disability, AD&D, and life insurance (for individuals, families, and domestic partners).
• Eligible for matching 401(k) plan with immediate vesting starting on the first day of employment.
• Unlimited sick time along with paid time off and holiday pay.
• Free access to the fitness center (if at WHQ).
• Access to on-site daycare (operated by Bright Horizons) and company store.
• “Campbell’s Cares” program matches employee donations and/or volunteer activity up to $1,500 annually.
• Variety of Employee Resource Groups (ERGs) to support employees.

Pay

The target base salary range for this full-time, salaried position is between $117,600-$161,700. Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation.

Schedule

This role will be based in our Cincinnati office with a hybrid schedule of 3 days a week in the office.