Customer Development Manager

About The Job

Key Role is to implement category growth drivers relevant to customer / channel, embedding category strategy within customer teams and customer plans, & deploying category strategies to customer/s

• Category Strategy
• Implement Category Growth Drivers relevant to Customer / Channel
• Embed Category Strategy within Customer teams and customer plans
• Deploy Category Strategies to Customer/s
• Revenue Management

Lever 1 Strategic Pricing (Execute (promotional guidelines frequency, depth, mechanics) in partnership with PRGM)

• Owns the plan for gap of price index to target and the corrective action plan in partnership with sales team and PRGM

Lever 2 Price Pack Architecture (Execute)

• Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM
• Lever 3 Mix
• Creates the commercial selling stories and promotional plans to unlock DSA's full potential within each account in partnership with sales team and PRGM
• Lever 4 GTN optimisation (execute)
• Drives influence in partnership with PRGM in developing the right commercial selling story to drive higher ROI promotions (Plan development and pre & post evals)

GPS/Forecasting business processes

• Long term/AOP (bottom up plan alignment). Ensure that the retailer landscape in understand to unlock AOP ambition with the identification of all vol/val sales opportunities
• TLG + BB R&O. Check and adjust against DSA growth ambitions set in the AOP understanding risks and opportunities and cashing up overall impact in partnership with PRGM

DPSS (Distribution, Price, Share of Shelf, Share of Feature)

• Distribution execution and tracking.
• Monitor the strategy of where our KVI's need to be distributed incorporating shopper, category and competitor insights and development commercial selling stores to close gaps
• Price execution.
• Ensure achievement of the parameters for pricing for both day to day and promo pricing and enable course correction
• Share of Shelf (and flow)
• Track and enable compliance with course correction where required
• Share of Feature
• Track and enable compliance with course correction where required
• DPSS R&O and action planning (as feeder in TLG)
• Detailing gaps to DPSM targets to Operations; and supporting with compelling selling stories to enable gap closure.

Enablers

• Customer Trading Strategy
• Execute OBPPC commercial trading strategies by channel
• Ensure bottom up plans deliver against target, and capture risk and mitigation opportunities to gap close
• Create compelling customer selling stories to enable delivery of all commercial objectives
• Briefing the Operations team on customer initiatives aligned with trading strategy, and support with selling stories to enable execution
• Ensure activation plans align with promo grid to maximise execution in-store and better through the line execution

• Innovation Planning (Execution)
• Ensure that all elements across Cat Strat, PRGM, GPS and DPSS are tracked and delivered for innovation
• Go To Market Planning and Selling Story translated from national stories to customer specific stories
• Volume Forecasting validation and implementation with KAM
• Performance measurement and tracking
• Financials
• Category / Market
• Brand / Competitor
• Channel / Customer
• Brand performance to Target
• Customer performance to Target
• Market performance to assumptions
• Price Strategy
• DPSS
• Ad Hoc reporting / presentations

About you

Qualification(s)

• Relevant Business Degree, with a Sales, Marketing or Business management specialization

Experience And Skills

• Sound Category, Marketing, Operations and Key Accounts background
• Minimum of 8 years of experience in Category Management / Marketing / Sales in FMCG
• Proficient in MS Office Excel, Word, Outlook, PowerPoint
• Proven success in commercial-focused environment
• Proven ability to develop strong working relationships
• Advanced communication skills (written, oral and listening)
• Strong customer relationship building skills
• Internal and external customer service skills
• Customer, Category and Channel Knowledge
• Proven ability to filter and cascade top-down feedback
• Excellent interpersonal skills
• Excellent administration skills

Reason For Essential Qualification & Skills

• Role needs strong acumen to develop strategy and make decisions across a variety of commercial functions

State specific complexities within the role

• A comprehensive skill set is required across category management, key accounts, brand and shopper marketing

About Us

A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoners potential and when we build careers based on these superpowers and when we develop everyones potential to the fullest magic happens. This is how we like to see Talent Management in Danone.

This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers. Challenge, innovate, convince and find alignment when needed. This role has no direct reports.