General Summary
The Sr. Customer Business Manager leads the development and implementation of the joint business plans at the account level, focusing on total volume, profit and share growth of the Campbell portfolio or assigned categories. Responsibilities include proactively managing, monitoring, evaluating and updating the overall business plan to meet all volume, profit and share objectives. In addition, the Sr. Customer Business Manager is responsible for implementing Campbell brand strategies and tactics with customers by working closely with key decision makers and utilizing category management initiatives to drive customer decision making.
Principal Accountabilities
1. Lead the joint business planning process with the customer.
2. Utilize the Campbell's Sales Planning and Customer Investment system to create optimal customer plans.
3. Develop and implement trade promotion strategies and tactical plans with the customer.
4. Proactively monitor and update the customer's overall business plan, including managing trade budgets, spending and volume, to achieve all sales objectives versus plan.
5. Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities.
6. Monitor and manage deduction balances and conduct post audits.
7. Conduct category business reviews to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc. Leverage team-dedicated Category Management resources appropriately.
8. Understand Campbell's brand strategies and tactics and implement them by working closely with the customer's key decision makers, including buyers, category managers, merchandising leaders, etc.
9. Utilize sound category management practices to proactively link consumer and shopper trends and opportunities.
10. Lead the customer in the execution of category assessments.
11. 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.
12. Sell-in new items to customer and work with key customer personnel to achieve optimal distribution.
13. Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies.
14. Identify profitable opportunities to grow incremental volume.
15. Provide direction to Retail on how to implement customer specific plans at store level.
Job Complexity
* Able to assess any customer's competitive position, behaviors and strategies and understand how they align with Campbell's strategic goals to help determine a customer investment strategy (use of trade, customer marketing, and integrated marketing equities) that will best support a customer's revenue, profit and share growth.
* Able to develop productive working relationship with key decision makers at various levels within the customer's organizational structure.
* May be responsible for managing a direct report (Customer Business Analyst).
* Responsible for managing between 5 and 15 key customers or touch points.
* May be responsible for managing all categories or select categories, depending on the specific customer.
* Requires cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, etc.) as well as with World Headquarter personnel (e.g., Integrated Marketing, Joint Business Planning, Brand Management, etc.) to varying degrees depending on the size, complexity and strategic importance of the customer.
* Requires strong understanding of and experience with P&L management.
* Typically supports customers in multiple markets or national account customers.
Job Specifications
Minimum education required: Bachelor's degree
Years of relevant experience: 6-10 years of related sales or CPG industry experience.
* Problem Solving Skills
* Technical Skills
* Category & Brand knowledge
* Analytical Skills
* Interpersonal Skills
* Negotiation Skills
* Written and Verbal Communication Skills
* Supply Chain Knowledge
* P&L Management
Working Conditions
This position works in a customer team office or in home-based office. Approximately 20-40% travel required.
CAMPBELL SOUP COMPANY
www.campbellsoup.com
Campbellï'1/2the ingredients to be extraordinary. Where icon brands thrive.
People are valued. And you can make a difference.
Campbell Soup Company is an Equal Opportunity Employer
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