Sr. Customer Sales Manager - Wakefern - Northeast

Job Description

The Senior Customer Sales Manager (Sr. CSM) owns the selling efforts with their customer as a member of a Customer Business Team (CBT). The position represents & serves as the face of Kraft Heinz to the Customer’s Category Management and Buying Office personnel. The Sr. CSM leads their categories effectively, responsible for all the selling activities across the portfolio their customer to deliver revenue and share objectives, pursue business strategies to grow the company franchises through the use of customer-specific programs, provides category management expertise, and ensuring that coordinated cross-functional sales value is delivered through implementation of the sales plan and shelving objectives.                         

Due to customer connectivity, we require this role to be based in the Northeast, NJ, NY Philly area.                                                                               

Essential Functions & Responsibilities

•  Build Kraft Heinz business with a Growth Mindset measured by profitability achievement, share gains, revenue targets, special programs, new and core item introductions/distribution through implementing prices strategies for all assigned categories

• Effectively penetrate the customer to establish rapport at all levels and to fully understand the customer, their business, and the marketplace

• Develop tracks, analyzes, evaluates and develops business plans based on cross-functional support via Business Unit/HQ, customer strategies/initiatives and external factors

• Drive efficient and effective trade programs to deliver the best value and administers volume and trade promotion spending levels within budget while handling trade dollars as percent of revenue for maximum results

• Leads regular category & business reviews with customer category managers & key account management personnel to affect positive business growth through seamless communication

• Leads and/or assists with major business reviews and customer visits, including annual reviews and “top‐to‐top” meetings

•  Leverages available resources to elevate executional excellence across cross functional business planning in category mgmt., supply chain efficiency, technology, local marketing to facilitate growth

• Applies insight information, both internal and external, to build total customer profits and plans

• Achieve CBT New Item Authorization and Distribution goals, promotional revenue objectives by tactic, price point, Drive Period & Selling Event for their assigned categories and customer

Expected Experience & Required Skills

•  Proven experience in annual cycles leading customer management, account management, and/or retail sales management for a complex Sales role in a CPG company where you managed a portfolio of at least $75M GSV

• Experience interpreting and managing a P&L

•  Tested experience in building effective customer relationships to drive customer loyalty/engagement while selling to achieve objectives

•    Clear examples of exhibiting superlative interpersonal skills (written, verbal, and presentation) with potential to negotiate and influence effectively

•   Exhibits strong financial acumen-understanding of profit, revenue drivers and return on investment analysis, with proficiency in deploying and managing trade in previous roles

•  Strong analytical and negotiation skills, implementing insights to growth solutions

• Tested examples exhibiting critical thinking & decision-making skills through utilizing data to story-tell and drive business results across multiple stakeholders

•  Willing to travel 10-20% out of the area as needed

• Willing to travel to the customer a minimum of once a month

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