Del Monte Foods, Inc. · 1 day ago
Customer Strategy & Development Manager
United States
Full-time
Remote
Mid Level
$106K/yr - $181K/yr
4+ years exp
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Responsibilities
The Manager, Customer Strategy & Development (CS&D) is an essential member of the CS&D team and is responsible for the development and delivery of sales strategies, tactics, and deployment of DMF's brands and products with retail customers for a portion or segment of a DMF business unit.
This individual is responsible for working with sales leaders to ensure our products can successfully be sold within a variety or retail and non-retail channels, providing products that consumers want and need, and providing our customers products that help grow their categories and businesses.
This person is responsible for planning, the creation and execution of go-to-market strategies, financial business management (including trade spending), new item management, creating successful sales strategies and tactics, and partnering with key sales leaders to drive business performance.
This role is responsible for leading Del Monte’s successful commercialization efforts through business acumen, collaboration, and creative business solutions.
He/She works with marketing to bring new products to life through the creation of winning sales strategies, partners with sales to plan and execute the business with our customers, manages price architecture, and creates efficient promotional strategies.
Ultimately, this role leads volume and revenue growth through best-in-class sales strategies, translates and commercialize marketing plans, leads customer planning and trade spend management to achieve business growth that is margin accretive.
The Manager, CS&D brings creative ideas, urgency, process improvements, and a customer lens to cross-functional partners.
He/She cultivates a highly collaborative and consultative relationship with our BU partners in the creation of new products and brands in existing and new categories to fully leverage our corporate vision, heritage, and capabilities.
This role enables innovation launches to get new and existing items on shelf as well as identifies and drives closure of opportunities, effective volume planning, and trade spend management.
This role collaborates with internal stakeholders such as BU/Marketing, Finance, Demand Planning, and Operations to ensure our plans are executed to meet customer and corporate performance commitments.
This role influences others and gets things done with urgency.
He/She is charged with problem-solving and acts as a change agent.
This person thinks creatively, is detail-oriented, and holds others accountable, driving improvement in processes, business planning, strategies, and efficiencies.
Lead AOP and Quota work for the BU with All Sales Zones
Lead customer planning efforts for the BU with all Zones; ensure GTMS strategies are implemented in customer plans
Work with CSD Planning Leader to support all planning efforts
Partner closely with Revenue Growth Management Team (RGM) to measure and refine trade promotion effectiveness and plans; monitor competitive activity and make necessary adjustments
Provide analysis and leadership for incremental spending requests in partnership with Customer Finance
Develop and socialize DMFI’s Go-to-Market Strategies to include: Must Carry Items and Assortment, Promotional Pricing & Merchandising, Key Event Plans, Pricing Architecture, Space and Shelving Direction
Ensure the development of GTMS for unique channels
Socialize GTMS in the Field Playbook
Manage and deliver trade spend targets for the BU
Participate in the trade spend target roll up for each Zone
Ensure event and spending approvals
Manage excess inventory spending approvals, tracking, and communication
Partner with Customer Finance/Revenue Growth Management to improve promo strategies, execution, and efficiencies
Lead improvement of trade efficiencies
Track and report Innovation Item Performance
Develop strategies and plans for continuous improvement of new items performance after launch
Communicate and lead all efforts to share new item success stories
Monitor and communicate competitive threats for the respective BU
Refine GTMS strategies for new items improvement/success
Translate national, channel and customer insights into sales strategies and tactics
Actively Participate in the Gating and Launch Process for innovation items
Lead focus areas including FTM, competitive threats, and excess inventory
Lead channel-specific growth Strategies for the BU
Participate in the brand planning process
Create and drive solutions that enable stronger in-store presence and item performance (i.e., merch vehicles, special packaging, and promotions, etc.)
Lead the tracking, rollup, reporting and communication of Zone performance against all AOP volume and trade spend targets
Partner and communicate with assigned Zone on all selling strategies, planning, and upcoming events
Act as liaison between Zone and key stakeholders including Supply Chin, Demand Planning, etc.
Lead work and communication for key activities including planning, AOP, BDM Reviews, National Commercial Meeting, etc.
Oversee quota development and deployment for the assigned Zone across all Business
Qualification
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Required
Bachelor's degree required
4-6 years sales experience in CPG industry including Field and/or HQ Sales, Marketing, or Insights experience.
Strong understanding of trade promotion strategies and tactics, ideally, across multiple customer channels
Proven ability to work well cross functionally
Strong written and verbal communication skills
Demonstrated strategic-thinking ability
High levels of learning agility. Evidence of stepping into new situations, learning quickly, and making a positive impact
Benefits
Comprehensive benefits package including Medical, Dental, Vision, and 401(k).
Company
Del Monte Foods, Inc.
As the original plant-based food company, we're growing a healthier and more hopeful tomorrow by making nutritious foods more accessible to all through our portfolio of beloved brands, including Del Monte®, Contadina®, College Inn®, Joyba®, Kitchen Basics® and S&W®.
5001-10000 employees
Funding
Current Stage
Late StageLeadership Team
Spencer Lee
Chief Financial Officer
William Sawyers
Senior Vice President, General Counsel, Chief Compliance Officer & Secretary
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