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Vice President, Go-To-Market- Strategic Channels


Date: Jun 29, 2019

Location: Broomfield, CO, US

Company: DANONE

Danone North America is the largest Benefit Corporation in the world. Our mission is to bring health through food to as many people as possible. Danone North America is looking for a Vice President, Go-To-Market- Strategic Channels in Broomfield.


Mission of the Role:
Oversee the planning of the Danone business across strategic growth channels making sure that all customer plans fit with customer strategy while meeting the our ambitious targets (growth, spend, etc.). Represent the needs of the Strategic Growth Channels in internal conversations. Monitor the performance against plans and support short, medium, and long-term planning initiatives. This person will utilize internal reporting both financial & customer, along with category management principles to drive strategies for the Strategic Growth Channels. You will also need to be focused on building, training, and developing strategy & planning team.


Key Responsibilities:
• Support end-to-end customer planning process
o Collaborate with SVP Strategic Growth Channels to create and execute region strategy that aligns with company objectives. In doing this, your key functions will focus on business plan creation, reporting, category management, and financial analysis
o Review BU targets, plans, and guidance with sales leadership and provide input to Trade Marketing/BUs to refine these guidelines based on customer context and knowledge
o Create detailed sales planning targets by customer (e.g., spends, rates) in conjunction with sales finance once the regional/channel top-down targets and assortment/trade executional guidelines are provided by Trade Marketing
o Ensure each customer and category is going through the annual planning process and participate in planning discussions/reviews as requested
o Ensure that specific customer and shopper insights, PRGM insights, and the resources supporting these, are being used throughout customer planning process
o Consolidate customer plans by business segment to reach a rolled-up bottom-up number by BU and by region/channel



• Oversee plan execution and ensure that Strategic Growth Channels roll-up is meeting target
o Represent the customer "voice" in internal, cross-functional meetings
o Participate in the demand reviews as part of the GPS process and represent the Strategic growth channels POV
o Identify gaps in plans vs. budget through analysis of internal and external data, and support plan adjustments to close these gaps
o Manage the "business GAP closing" process for the region by rolling up regional customer planning teams and allocating across sub-regions
o Reconcile top-down and bottom up forecasts with demand planning and sales finance for the entire region - coordinating with sales leadership, customer teams, and customer-level Customer Planning Managers as needed
o Work with sales finance to manage and track the P&L for strategic growth channelsand provide visibility to the SVP of SGC

• Engage with Customer Planning Center of Excellence
o Develop and improve tools needed to maintain an accurate and dynamic sales forecast
o Provide feedback to Corporate Reporting Analyst and Manager Tools and Reporting Enhancement (in Sales Enablement) to create and refine standard systems and processes
o Provide feedback to the Director Planning on region/customer specific needs


Ideal candidate will have:
• 4 year college degree in Business or related field (Finance, etc.), MBA is a strong asset
• 8+ years progressive experience in sales/marketing at a CPG company
• 5+ years Customer Planning experience in CPG industry
• 5 years minimum in a team leadership role
• Have thorough understanding of full P&L elements
• Highly respected and credible individual in the sales organization who will be able to influence other sales leaders
• Demonstrated ability to achieve breakthrough results through the course of work
• Strong analytical acumen
• Strong team leadership and management skills
• Ability to attract, develop, and maintain high performers
• Ability to comprehend and manage a complex, fragmented business
• 30-40% travel


Danone North America is a Certified B Corporation business unit of Danone and operates in the U.S. from headquarter offices in White Plains, NY and Broomfield, CO. For more information, please visit Danone North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other unlawful criterion.

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