Sr. Director, Customer Business Development - Channels

About the Role

Key Responsibilities

• Partner with Field Sales, Sales Finance, Shopper Insights, Category Strategy, Category Management, Brand Marketing, Shopper Marketing and Revenue Growth Management (RGM) to identify and execute initiatives to achieve sales objectives.
• Support demand & trade forecast development to support the delivery of commercial plans.
• Lead the Customer Business Development team to deliver financial and marketplace objectives.
• Develop business processes to enhance division-wide communication and business input to help deliver business objectives.
• Lead Channels Annual Operating Plan process in partnership with Customer planning and execution.
• Ensure customer perspectives and requirements are incorporated, and develop contingency plans.
• Develop Customer / Channel specific Gross Sales, Net Sales, and Trade Annual Operating Plan targets.
• Ensure innovation strategies are developed with the voice of the customer and executed seamlessly, including setting targets and creating selling stories.
• Act as the Sales voice in Portfolio Management Review (PMR) and Commercialization (Stage Gate) for innovation projects.
• Lead brand offense and defense selling materials for Customer Sales.
• Partner with Revenue Growth Management (RGM) and Brand Marketing on multiyear price pack architecture (PPA) strategy and execution.
• Collaborate with sales operations and supply chain to address headwinds and opportunities such as allocations and demand shaping.
• Partner with Category Strategy and Brand Marketing to develop optimized channel assortment recommendations.
• Own communication of customer forecast and business drivers to internal functions related to Demand Planning and IBP.
• Support Channels team in negotiations and selling activities.

Requirements

• Bachelor's Degree required.
• Minimum 12 years CPG sales experience, including Customer Sales / Customer Management, Commercialization/Gating, Category Management, Category Strategy, Revenue Management, Trade Marketing / Trade & Promotional Planning, and Sales Finance.
• Strong financial and marketplace acumen.
• Strong communication and influencing skills.
• Understanding of the characteristics and challenges of various retail channels and retailers.
• Ability to synthesize data from multiple sources to develop strategic initiatives and compelling selling stories.
• Continuous improvement mindset and ability to introduce new approaches to evaluate and grow the business.
• Skills in communication, problem solving, analytics, financial acumen, influencing/selling, negotiation, and process management.

Nice to Have

• Experience with multiyear price pack architecture (PPA) strategy and execution.
• Experience in leading cross-functional teams in a fast-paced environment.

Qualifications

• Bachelor's Degree.

Benefits & Perks

• Target base salary range between $158,400-$227,700 depending on location, experience, skills, and education.
• Competitive health, dental, 401(k), and wellness benefits beginning on the first day of employment.
• Additional compensation may include other forms of pay.
• Company offers a comprehensive rewards package; inquire with Talent Acquisition Partner for details.