Senior Customer Business Manager

Purpose of Position:

The Senior Customer Business Manager is responsible for the development and implementation of Mann’s customer plans for the Midwest Region Retail Customers to drive volume, profit and share growth within assigned categories and aligned to our Vision, Mission and Corporate Strategies. Responsibilities include proactively managing, monitoring the Mann’s and/or Customer Private Label portfolio, creating, evaluating, updating and executing business plans across large portfolio platforms to meet all sales objectives. In addition, this position will be responsible for broker management and implementing brand strategies and tactics with customers. They will also develop relationships with key decision makers and utilizing shopper and category initiatives to implement Distribution, Shelving, Merchandising, and Pricing (DSMP) objectives.

Accountabilities:

• Develop and Implement Retail Customer Account Plans for the Midwest region to deliver key sales, profit and share metrics. Must have established relationships with Midwest customers including Roundy’s, Jewel, AWG, Woodmans, Potato King, Giant Eagle, Heartland and Indy Fruit at the Headquarter level and know how to effectively navigate throughout this customer to achieve annual plans.
• Lead and manage your Mann’s portfolio to drive volume, profit and share growth to achieve annual budget. Your portfolio responsibilities include but are not limited to: VAV, Sugar Snap Peas and Veg Trays for both Mann’s products and Customer Private Label items
• Proactively monitor and find solutions for overall business plan, including managing trade budgets, spending and volume, to achieve all sales objectives versus budget with all Midwest accounts.
• Utilize shopper and category management practices to proactively link consumer and shopper trends and opportunities. Leverage Shopper Insights and Category Management resources appropriately to achieve key performance metrics for Customers and when possible share with the rest of Mann’s.
• Highly skilled in cross functional collaboration with Marketing, Operations and Finance departments to develop and implement collaborative strategies, planning and creative solution programs to achieve annual budget.
• Skilled in both broker management and promotional effectiveness to deliver optimal ROI (return on investment) results.
• Regularly conduct category and shopper insight reviews and how it relates to the customers’ business to uncover growth opportunities.
• Understand Mann’s brand strategies and tactics and implement them by working closely with the customer’s key decision makers, including buyers, category managers, merchandising leaders and their operations/replenishment teams.
• Develop accurate monthly forecasts in order to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes. Proactively call out potential risks or threats to monthly forecasts and demand planning process
• Sell-in new items to Midwest Region customers with a clear launch plans aligned to critical planogram/modular and contract bidding schedules to achieve optimal distribution.

Required:

• ***MUST BE LOCATED IN THE MIDWEST REGION***
• University/College Bachelor’s degree (degrees in finance/logistics preferred but not necessary)
• 7-10 years of combined experiences in the Produce/CPG industry at senior/mid management levels:
• Must have direct selling experience and business relationship with Midwest customers at Headquarter Level.
• Produce sales experience in Retail and/or Commodity preferred or comparable CPG experience leading, managing, and developing annual sales plans in partnership with Sales, Marketing, Finance and Operation.
• Previous leadership experience in a produce and/or consumer package goods
• Knowledge and experience in contracting, negotiating, and change management.
• Work requires professional written and verbal communication and interpersonal skills.
• Must have prior Customer P&L experience
• Ability to think strategically, creatively, and analytically to solve problems and overcome challenges.
• Excellent negotiation, presentation, and relationship management skills
• Excellent communication skills for both internal and external audiences
• Must be customer-oriented and have a passion for serving others, comfortable working in a group setting.
• Travel for this role is less than 30% annually (during normal non-pandemic conditions).

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