Customer Sales Lead, Kroger Division

Customer Sales Lead

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.

Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.

Why Campbell's...

• Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).
• Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.
• Campbell's offers unlimited sick time along with paid time off and holiday pay.
• If in WHQ free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store.
• Giving back to the communities where our employees work and live is very important to Campbell's. Our "Campbell's Cares" program matches employee donations and/or volunteer activity up to $1,500 annually.
• Campbell's has a variety of Employee Resource Groups (ERGs) to support employees.

How you will make history here...

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. In addition, incumbent is responsible for implementing our 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 occurs in market. The position will require strong cross-functional leadership, financial acumen, customer interface skills, and strategic agility capabilities. The ability to manage in complex situations and boil down to simple interpretation and action steps is critical.

What you will do...

• 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 knowledge of the Syndicated database & technical skill to leverage the data.
• Strong understanding of and experience with P&L management.

Who you will work with...

Works 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.

What you bring to the table... (Must have)

• Minimum education required: Bachelor's degree.
• Years of relevant experience: 6+ years' experience in the CPG industry.

It would be great if you have... (Nice to have)

• 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

This role will be based in our Cincinnati office 3 day a week (hybrid schedule).

Compensation and Benefits:

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. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.

The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.