Sr. CBM, Regionals- AWG

The Sr. Customer Business Manager, Associated Wholesale Grocers (AWG) will drive sales strategies to grow Danone North American business within Yogurt, Beverage, Plant Based and Happy Family. Be a touchpoint with customers - sharing and selling the Danone NA products to retailers. Understand customer business needs and build short and long-term strategies that support those customer goals while achieving company sales targets and financial expectations. Execute company plan at the customer level - building customer/category plans in coordination with Acosta team. Lead and coordinate cross-functional company efforts with customers (e.g., bring in category, shopper marketing, customer service, etc.) to accomplish customer plan.

Objectives:

Build and execute the customer plan to grow the business: Coordinate selling process for the given customer /categories to deliver Financial Objectives and prepare / develop / present all Sales / Category (as necessary) related Customer presentations
• Gain a deep understanding of customer needs and priorities (e.g., their KPIs, business/category goals, supply, service, etc.)
• Enhance relationship with customer and Danone NA: Build and maintain relationships with key customer personnel (Category Manager and Cross Functional Partners)
• Develop calendar for customer-touchpoints - define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)
• Manage and take ownership of P&L planning and results for direct business to ensure customers plans are within company Guardrails / VTR expectations and meeting growth targets
• Communicate and work alongside Acosta to ensure implementation of Danone business plans
• Manage total customer spending, deduction management (inclusive of SAN) and pre-pays within Danone NA guidelines
• Deliver in-store execution performance: Help define what success looks like in the store
• Help maintain consistent communication with Customers of all supply chain and service-related topics in coordination with Customer Collaboration
• Maintain DS3 customer specific files
• Provide customer/category feedback internally: Communicate customer needs to internal stakeholders
• Build and utilize Nielsen reporting / Smart reporting / Power BI to research business opportunities focused on assortment optimization, pricing and merchandising that will be presented to the customer
• Lead cross functional team communication (Acosta, category, supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution

You will be accountable for:

• Develop sales/account plans to meet customer objectives while operating within Danone North America corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
• Look for opportunities to gain distribution on new products and improve product exposure (shelf positioning, advertising, and promotions) - including monitoring what competitors are doing
• Maintaining compliance with ANUC Guardrails
• P&L & Deduction Management / Audit Score compliance of each account
• Manage the development and delivery for all customer presentations (New Item Meetings, JBP, FMI / NFRA)
• Represent Danone NA during annual tradeshows, conferences and events attended by customer
• Lead and communicate all respective plans/execution with Acosta
• Provide key inputs for demand planning and distributor teams- own the bottom-up forecast, provide key input into the bottom-up forecast
• Provide category thought leadership and insights from customer to drive both category growth and business across Danone NA
• Communicate emerging market needs and requirements for product development
• Communicate and manage outlook of future Purchase Orders and proactively identify potential risks with the Customer

• You will have a Bachelors Degree
• You will have 3-5 years minimum with CPG company within a Sales function
• You must demonstrate the ability to achieve breakthrough results through the course of work
• Travel 10%

At Danone North America, you'll work with some of the best-known food and beverage brands in the world like Activia, Silk, Two Good, Oikos, evian, and Happy Family. You'll be part of one of the largest Certified B Corps in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000+ employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.

The base compensation range for this position is $125,000 - $170,000 commensurate with experience. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

Danone North America doesn't just welcome what makes you unique, we value it. We're proud to be an equal opportunity and affirmative action employer. All hires to our team are based on qualifications, merit and business needs. We recruit, employ, train and promote regardless of race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other protected status. Faithful to our values of openness and humanism, all of our employees share in the commitment to engage one another with dignity and respect. http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf

https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf

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