Sr. Manager, BU Sales & Strategy – Hydration

Job Description

The Senior Manager, Business Unit Sales Strategy- Hydration provides leadership and trade management for the Hydration Business Unit (Capri Sun, Kool-Aid & others). Main functions include process improvement, forecast accuracy, trade efficiency, distribution recommendations, and merchandising strategies that will help to drive profitable revenue/OI growth. Additionally, this position plays an active role in designing customer joint business plans, strategic partnerships, and customer growth summits in collaboration with cross-functional partners. This position has responsibility for steering the Business Unit’s strategic agenda with cross-functional partners such as marketing, finance, field sales, and supply chain to ensure target delivery and collaboration with customer teams.

Essential Functions & Responsibilities

• Develop robust business proposals that combine brand objectives with customer’s strategic interests.

• Understand and apply category analytics to deliver key insights and business recommendations on assortment, merchandising, pricing, and promotion.

• Supervise distribution build, pricing, and promotional compliance to guardrails across existing and new categories to maintain balance across channels and maximize revenue potential.

• Collaborate closely with Revenue Management and Customer Sales teams to proactively deliver more efficient promotional spend while maintaining customer relationships and competitive edge.

• Monitor trade marketing and shopper marketing budget to ensure spend discipline across categories and work with Customer Sales teams to implement approved infusions to deliver financial goals.

• Deliver sales forecasting accuracy with Demand Planning, Supply, and Sales by leading monthly demand forecasting routines to identify key volume drivers and material updates.

• Contribute thought leadership by identifying whitespace opportunities across different channels through closure of core product distribution gaps, innovation, and profitable promotional plans.

• Manage product supply shortage through efficient communication with Supply Chain and Customer Sales teams to minimize revenue loss and impact to customers.

• Analyze competitive landscape to help the team maintain an efficient go-to-market strategy and react dynamically to competitive threats.

• Develop comprehensive understanding of commercialization process and track progress of new item commercialization against specified launch dates to meet customer needs.

• Own communication routines with Sales teams (often involving 100+ participants) to gather market intelligence and ensure execution of BU priorities, brand strategies, and tactics.

• Participate in customer growth summits, innovation deep dives, and line reviews to develop and deliver short- and long-term customer growth plans

• Develop strong relationships with all cross-functional partners to ensure efficient execution and maximize revenue realization.

Expected Experience & Required Skills

• Seasoned experience with an understanding of FMCG industry; Prior experience in category management or sales required

• Excellent analytical and problem-solving capability with experience using data; syndicated POS and panel data familiarity a plus

• Ability to lead cross functional teams, handle simultaneous projects, and deliver within agreed-upon time frames

• Outstanding verbal, written and interpersonal communications skills

• Advanced Excel knowledge and experience working with databases

• Experience presenting to and working with both customers and internal stakeholders across leadership levels

Our Total Rewards philosophy is to provide a meaningful and flexible spectrum of programs that equitably support our diverse workforce and their families and complement Kraft Heinz’ strategy and values.

New Hire Base Salary Range:

$118,400.00 - $148,000.00

Bonus: This position is eligible for a performance-based bonus as provided by the plan terms and governing documents.

The compensation offered will take into account internal equity and may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors

Benefits: Coverage for employees (and their eligible dependents) through affordable access to healthcare, protection, and saving for the future, we offer plans tailored to meet you and your family’s needs. Coverage for benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.