Director, Customer Sales - Kroger

Job Description Summary:

The Advanced Hydration Division is a fast-paced, dynamic environment where brand builders work together with the goal of becoming innovative game-changers in the world of sports and advanced hydration. Extreme passion and teamwork are the essentials of being a successful member of team – which consists of BODYARMOR, Smartwater, Vitaminwater and POWERADE brands. The Advanced Hydration Division exudes an entrepreneurial culture backed by the resources and insights of one of the world’s most iconic companies, The Coca-Cola Company, which acquired BODYARMOR in 2021. This unique environment gives employees the ability to move quickly, exceed expectations, develop valuable relationships, and have fun while we work to achieve our goal of becoming #1 in Advanced Hydration.

THE ADVANCED HYDRATION TEAM is looking for a Director Customer Sales, Kroger to join our team based in Cincinnati, OH.

The Director Customer Sales, Kroger will lead a cross functional team to deliver business results across assigned territory. As a key leader within Advanced Hydration, this individual will be required to lead annual planning processes and negotiate annual agreements to ensure alignment and execution to achieve aggressive business targets. This individual will provide subject matter expertise to resolve complex customer issues and deliver Advanced Hydration annual goals.  This individual will also manage one direct report, the Key Account Manager – Kroger.  

RESPONSIBILITIES:

Customer Development

• Strategic leader responsible for the oversight of the Kroger customer relationship on behalf of Advanced Hydration.
• Drive processes and execution of annual plans across assigned customers and bottlers. Delivery of key business and financial metrics including topline results (Revenue, volume, Share) and key financial metrics (trade spend and T&E budgets) will be required.
• Partner with Sr. Management and cross functional team members to build Annual Plans to achieve both short-term and long-term business objectives.
• Lead annual negotiations ensuring an optimized partnership agreement is in place that supports overall organizational priorities.
• Collaborative leader of a cross functional team responsible for the development and implementation of overall customer selling stories, while providing key insights to deliver all key execution metrics (Assortment, Shelving, Pricing, Merchandising and Innovation).
• Oversee the on-going account updates and performance reporting against key metrics and problem solves plan gaps and brings forward recommendations to deliver on required business objectives.
• Oversee & complete administrative duties required by the customer (contracts, new item forms, etc.)
• Strong data & insights knowledge and skills to assist in storytelling type selling

System Leadership

• Participate in all system routines as needed (CCT) to provide customer updates including annual plan targets and elements and on-going customer performance updates and action plans to deliver annual plans.
• Work closely with Coca-Cola sales teams to maximize mutual goals, results, and execution
• Build and leverage relationships with both Advanced Hydration teams and Bottlers to ensure alignment and focus on delivering key customer objectives.

Cross Functional Communication and Collaboration

• Provides on-going updates on customer plan results and opportunities to BodyArmor management.
• Participate in key cross functional routines to provide on-going plan updates and ensure flawless execution of customer programs and initiatives.
• Provide customer input to annual plans including all Marketing, Commercial and Innovation plans.

Organizational Development

• Fully leverage all cross functional resources to deliver best in class capabilities to customers including selling stories, consumer and customer marketing and insights and revenue growth management plans.
• Coach and mentor team, direct reports & support staff, providing subject matter expertise on customer needs ensuring the team is supported and the required resources are in place to support overall business priorities.

• Manage to annual T&E budget for department ensuring alignment with internal financial objectives.

REQUIREMENTS:

• Bachelors Degree or relevant experience required
• 7 years National Account experience required
• Kroger account management experience building JBPs required
• Residence within the Cincinnati OH area (or within 50 miles) required
• DSD beverage background preferred
• Must be se