Customer Business Manager - HEB

About The Job

The Customer Business Manager, HEB will drive sales strategies to grow Danone business within the HEB Yogurt Category. Be the key touch-point with your HEB buyer/s - addressing issues, presenting information and growing Danone sales. Understand customer business needs and build short and long-term strategies that support those goals while achieving company sales targets and financial expectations. Lead, communicate and coordinate cross-functional company efforts with HEB (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.

Build and Execute the Customer Plan to Grow the Business

• Coordinate selling process for the given customer for customer/channel/category
• Gain a deep understanding of customer needs and priorities within covered categories (e.g., their KPIs, business/category goals, etc.)
• Develop sales/account plans to meet customer objectives while operating within Danone corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
  
  

Enhance Relationship with Customer and Danone

• Build and maintain relationships with key customer personnel for specified categories
• 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.)
• Engage cross-functional experts with customer as needed (e.g., category deep-dives, latest shopper marketing, etc.)
  
  

Monitor Account Performance and Customer P&L

• Manage the customer P&L or assist the CBM in managing the customer P&L
• Manage trade spending, promotional programs, spending across categories to reach targets
• Manage total customer spending, assist with deduction management and pre-pays within Danone guidelines
  
  

Deliver In-Store Execution Performance

• Help define what success looks like in store in coordination with the Sales Director
  
  

Provide Customer/Category Feedback Internally

• Communicate customer needs to internal stakeholders
• Lead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution
• Communicate emerging market needs and requirements for product and category development
  
  

Accountabilities

• Negotiating with customer headquarters/category buyers on pricing, new items, and promotions
• Collaborating with customer and internal teams on joint business plans
• Preparing for and conducting scheduled customer business reviews (e.g., bi-annual re-sets, JBP, etc.)
• Providing key inputs for demand planning - own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP process
• Performing account administration, including finalizing customer contracts and requests for trade funding (beyond plan)
• Ensuring accurate and timely submission of customer promotional contracts
• Coordinating with the retail manager, broker organization, and broker leadership (Acosta) in order to execute in-store plans and deliver on KPIs
• Providing category thought leadership and insights from customer to drive both category and business growth across Danone
  
  

The base compensation range for this position is $100,000-$140,000 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.

About You

4 year business degree

2-3 years minimum with CPG company within a Sales function

Experience With HEB Preferred

Experience with Excel and Powerpoint required

Demonstrated ability to achieve breakthrough results through the course of work

15% travel time

About Us

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.

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.

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