Manager, Customer Business - Wakefern/A&P
WhiteWave Foods, Inc. - New York, NY

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COMPANY DESCRIPTION: With our pioneering Horizon Organic, Silk, International Delight and Land O’Lakes brands in North America and Alpro and Provamel brands in Europe, WhiteWave Foods has made healthy, alternative food choices mainstream, creating not just new categories, but a new consumer mind set. At heart, we are creators, engaged in the making of a new kind of Food Company. We are unique in possessing both the creativity and the scale not only to meet the world’s emerging needs, but to shape them, and help define the future of food.
As we experience growth, and as our portfolio of products grows, we maintain a constant focus on our environmental and social responsibilities. We pursue reductions against waste, water usage and greenhouse gas emissions throughout our operations, focusing on our plants and our company owned farms. We are also champions for food security, lending our support to national hunger relief organizations and those that operate in our local communities.

POSITION DESCRIPTION: This position is responsible for direct account management for development and execution of the sales strategy and business relationships for all WhiteWave products at Wakefern and A&P. This position is also responsible for the partnership with the Acosta broker organization to support customer selling strategies and drive retail operational excellence across the marketplace.

This position will be based in the incumbent’s home office in the New York/New Jersey Metro area and will require 20-30% travel. Required travel includes visits to corporate offices in Colorado, Acosta offices in Hackensack NJ, WhiteWave regional office in Maryland, and on-going market visits.

o Responsible for managing a broker team across deal management, analytics, and retail execution. Includes leadership engagement of space management analytics, speed to market on executing new items as well as ensuring ongoing execution of WWFC retail operations strategies in the Dairy case and Grocery Section. Additionally, oversees the broker's management of promotions management, ensuring adherence to trade spend management objectives, and timely deduction management
o Conducts detailed analysis of business trends for each brand to include: brand share, volume and dollar sales trends, pricing, promotion levels, and trade class development; Identifies strengths and opportunity areas; Formulates specific action plans to address problems and maximize opportunities
o Responsible for working cross-functionally with category management, space management, broker organization, supply chain, finance, marketing, and shopper loyalty card teams.
o Works closely with senior management on customer wiring, relationship management, and leadership of best in class strategies for analytics and operational execution.
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 and Broker retail team to gather sampling of store conditions.
o Introduce new products and ensure there is a comprehensive speed to market plan to capture fair share of segment.
o Responsible for managing and mining 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.

Preferred Candidate Qualifications:
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 customer headquarters required.
o Experience managing a broker partner strongly preferred.
o Ability to work in a fast paced environment
o Strong communication and interpersonal skills with a cross functional team
o Knowledge of budget process
o Excellent negotiation skills.
o Excellent presentation skills.
o Relationship management skills
o Excellent sales management skills.

B. Education and Experience
o Bachelor’s degree required

o None

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

SALARY: WhiteWave Foods Company offers a competitive salary and bonus potential. The company also provides a comprehensive benefits package as well as many other company sponsored benefits.
Nothing in this job description restricts WhiteWave Foods rights to assign or reassign duties and responsibility to this job at any time.
WhiteWave Foods is an Affirmative Action/Equal Opportunity Employer. M/F/D/V

About this company
'Got milk?' WhiteWave Foods has a white mustache alternative. The company is best known for its refrigerated Silk soymilk in the...