General Summary
The Sr. Customer Sales Lead – Kroger is responsible for the development and implementation of joint business planning for the Kroger customer to drive volume, profit and share growth within Campbell's Snacks division. Responsibilities include proactively managing, monitoring the Campbell's Snacks portfolio, creating, evaluating, and updating business plans to meet all sales objectives across both Brick & Mortar and Ecommerce. In addition, the Customer Sales Lead is responsible for implementing brand strategies and tactics with Kroger by working closely with key decision makers and utilizing shopper and category initiatives to implement Distribution, Shelving, Merchandising, and Pricing (DSMP) objectives across assigned Snacks categories.

Accountability

• Utilize the Campbell's Sales Planning & Customer Investment system to create optimal customer plans to drive the Campbell's Snacks portfolio across both Brick & Mortar and Ecommerce.

• Manage and lead cross portfolio platforms to drive volume, profit and share growth.  

• Develop and implement trade promotion strategies and tactical plans with Kroger, helping develop and execute higher ROI activities to drive Campbell's Snacks portfolio scale.

• Proactively monitor and update Kroger's overall business plan, including managing trade budgets, spending and volume, to achieve all sales objectives versus plan.

• Utilize shopper and category management practices to proactively link consumer and shopper trends and opportunities. Leverage Shopper Insights and Category Management resources appropriately.

• Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies. 

• Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities. 

• Conduct category business reviews to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc.    

• Understand Campbell's brand strategies and tactics and implement them by working closely with the customer's key decision makers, including buyers, category managers, merchandising leaders, etc. 

• Develop accurate monthly forecasts to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes. Proactively call out potential risks or threats to monthly forecasts. Sell-in new items to Kroger and work with key customer personnel to achieve optimal distribution. Identify profitable opportunities to grow incremental volume across assigned Snacks categories.

• Provide direction to Retail on how to implement customer specific plans at store level.

Job Complexity

• Able to assess any customer's competitive position, behaviors and strategies and understand how they align with Campbell's strategic goals to help determine a customer investment strategy (use of trade, customer marketing, and integrated marketing equities) that will best support a customer's revenue, profit and share growth.

• Develop productive working relationship with key decision makers at various levels within the customer's organizational structure.

• Responsible for managing Kroger customer priorities and key touch points across assigned Snacks categories.

• Requires cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, etc.) as well as with World Headquarter personnel (e.g., Integrated Marketing, Sales Strategy, Brand Management, etc.) to varying degrees depending on the size, complexity, and strategic importance of the customer. 

• Requires strong understanding of and experience with P&L management, trade, and forecasting.

Required for Role:

• Bachelor's Degree

• 12+ years of CPG Industry Sales and/or Category Management experience

• Problem Solving Skills

• Technical Skills

• Category & Brand Knowledge

• Analytical Skills

• Interpersonal Skills

• Negotiation Skills

• Written and Verbal Communication Skills

• Supply Chain Knowledge

• P&L Management

Compensation and Benefits:

The target base salary range for this full-time, salaried position is between 

Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.