Customer Category Manager
Kraft - North Little Rock, AR

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Kraft Foods Group is one of the most admired and largest food and beverage businesses in North America. We’re also one of the largest worldwide among publicly traded consumer packaged food and beverage companies, based on our 2011 combined net revenues of $18.7 billion.

We manufacture and market food and beverage products, including convenient meals,

Refreshment beverages and coffee, cheese and other grocery products, primarily in the United States and Canada, under a host of iconic brands. Our product categories span breakfast, lunch and dinner

meal occasions, both at home and in foodservice locations.

Our diverse brand portfolio consists of many of the most popular food brands in North America,

Including three brands with annual net revenues exceeding $1 billion each –


cheeses, dinners

And dressings;

Oscar Mayer

meats; and

Maxwell House

coffees – plus over 20 brands with annual net revenues of between $100 million and $1 billion each.

In the United States, based on dollar share in 2011, we hold the number one branded share position in a majority of our 50 product categories, as well as in 18 of our top 20 product categories. We hold the number two branded share position in the other two product categories.

Summary Statement:
The AWG Customer Category Manager (CCM) is responsible for the selling efforts with their assigned customer as a member of a Customer Business Team (CBT). The position represents Kraft Foods to the Customer’s Category Management and Buying Office personnel. The CCM manages assigned categories and responsibilities effectively and acts as a liaison between Kraft CBT and the Customer’s HQ Team. They will be responsible for all the selling activities across the Kraft portfolio for their assigned customer. The CCM delivers revenue and share objectives, pursues business strategies to grow the company franchises through the use of customer-specific programs, provides category management expertise to the customer, ensures that coordinated cross-functional sales value is delivered to the customer through implementation of the sales plan and shelving objectives.

Primary Responsibilities/Accountabilities

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

Aggressively pursue and lead their assigned customer in achievement of Base Business Objectives. (Revenue and Share Growth, Authorizations, Distribution, Optimal Shelving)

Regular category & business reviews with the customer category managers & key account management personnel to affect positive business growth.

Responsible for leading implementation of Space Management Projects for all assigned categories for assigned customer.

Achieve CBT New Item Authorization and Distribution goals with their assigned customer.

Achieve promotional revenue objectives by tactic, price point, Drive Period & Selling Event for their assigned categories and customer.

Effectively execute Kraft pricing strategies for all assigned categories for the customer.

Work with Retail Team to effectively manage retail execution of all assigned category objectives for the customer.

Responsible for maintaining files and business documentation as directed by Kraft Policy & the CBT to thoroughly document business transactions with the customer.


  • Strong sales background with an excellent understanding of business processes and Category Management.
  • Experience in effective customer management and selling to achieve objectives.
  • Ability to work independently and to plan, organize and set/achieve priorities when performing work
  • Superior interpersonal skills (written, verbal, presentation); ability to work within a Customer Business Team framework.
  • Ability to establish and maintain effective relationships with the Customer and gain their trust and respect
  • Proficient in Microsoft Office programs.
  • Strong negotiation skills.
  • Strong analytical skills; Use and understanding of syndicated data; develop comprehensive business plans by analyzing category and brand performance and influences customer to achieve
category objectives.

  • Willing to travel 30-40%.


Customer/Category/Point of Purchase Mgmt

Primary Location


NA-US-AR-North Little Rock

About this company
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