Manager, Customer Business - Delhaize
WhiteWave Foods, Inc. - Charlotte, NC

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General Summary
This position is responsible for first line selling and partnering with the Acosta broker team in order to develop and execute the sales strategy and business relationships for all Company products at Food Lion and other Delhaize banners.

This position will be based in the incumbent’s home office in the Charlotte area and will require 20-30% travel. Required travel includes visits to corporate and on-going market visits including Food Lion and other Delhaize banners in the Southeast and Hannaford in the Northeast.

Essential Duties and Responsibilities
o Delivers annual financial objectives for gross sales, net sales and trade management.
o Conducts detailed analysis of business trends for each brand to include: brand share, pricing, promotion levels, and trade class development; Formulates specific action plans to address problems and maximize opportunities
o Responsible for working cross-functionally with supply chain, finance, marketing, general management in this high profile account.
o Work closely with Shopper Marketing to develop effective shopper insight strategies and promotional tie-ins across the customer’s business.
o In conjunction with the Director, manage customer P&L to include promotional planning, percent trade spend, deduction management and forecasting processes.
o Monitor retail execution on new items, display/promotional events, in-stocks and pricing by analyzing store level data and utilizing WhiteWave retail team to gather sampling of store conditions.
o Introduce new products and insure there is a comprehensive speed to market plan to capture fair share of segment.
o Responsible for managing and mining Food Lion provided data, analyzing out of stocks, and all KPI’s.
o Implement and negotiate advertising contracts.
o Maintain monthly activity reports, updates, etc. for management review.

Requirements
Job Specifications
This section identifies the minimum job specifications required to perform the job.
A. Knowledge, Skills and Abilities
o 5-7 plus years experience in the CPG Industry with progressive roles in account management/sales and/or category management.
o Experience developing relationships with Food Lion strongly preferred.
o Experience managing a broker partner strongly preferred.
B. Education and Experience
o Bachelor’s degree required

C. Nonessential Qualifications
o Knowledge of budget process
o Excellent negotiation skills.
o Excellent presentation skills.
o Relationship management skills
o Excellent communication skills.
o Excellent sales management skills.

Materials and Equipment Directly Used:
o Office machinery including: computers, printers, fax machines, copiers, telephones, etc.
o Software including: Microsoft Office, Lotus Notes

Working Conditions

Typical Physical Demands:
o Requires eye-hand coordination and manual dexterity sufficient to operate a keyboard, photocopier, telephone, calculator and other office equipment. Requires normal range of hearing and vision to record, prepare and communicate appropriate reports.
o Requires prolonged standing, bending, stooping and stretching.
o Requires working under stressful conditions or working irregular hours.
o Occasional high stress work may require dealing with customers/clients.

Typical Mental Demands:
o Must understand vague and implicit instructions, and react favorably in all work situations. Must be mentally adaptable and flexible in dealing with a variety of people.
o Must be able to deal with a variety of emotions and frustrations in making business decisions. Emotional stability and personal maturity are important attributes in this position.
o Must be able to communicate providing verbal feedback in a professional manner.
o Must be able to resolve problems, handle conflict and make effective decisions under pressure. Must have a long attention span in order to listen to people, perceive the real problems and bring issues to a successful conclusion.
o Requires public contact and excellent interpersonal skills.
o Ability to give, receive and analyze information, formulate work plans, prepare written materials and articulate goals and action plans. Must understand people and be able to communicate effectively with them.

Work Environment:
o Regional Office Environment
o 20%-30% travel. This will require travel to corporate and on-going market visits with and without the customer

Disclaimer
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.

About this company
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