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Key Account Manager- Kroger


Date: Apr 27, 2019

Location: Cincinnati, OH, 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 Key Account Manager- Kroger in Cincinnati.


Vision of the role
Drive sales strategies to grow Danone North America business at Kroger for Aseptic, AO Dairy, and Frozen business. Be the key touch-point with customers - sharing and selling the Danone products to Kroger. Understand customer business needs and build short and long-term strategies that support those customer goals while achieving company sales targets and financial expectations. Execute company plan at the customer level - building customer/category plans in coordination with the Customer Planning Manager. Lead and coordinate cross-functional company efforts with customers (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.


■ Build and execute the customer plan to grow the business
- Coordinate selling process for the given customer for customer/channel/category to deliver sales growth
- Gain a deep understanding of customer needs and priorities (e.g., their KPIs, business/category goals, etc.)
- Develop sales/account plans to meet customer objectives while operating within Danone corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
- Look for opportunities to gain distribution on new products and improve product exposure (shelf positioning, advertising, and promotions) - including monitoring what competitors are doing
- Negotiate with customer headquarters/category buyers on pricing, new items, and promotions
- Collaborate with customer and internal teams on joint business plans
- Leverage internal resources (category management, customer planning, shopper marketing, etc.) to drive success at customer
■ Enhance relationship with customer and Danone
- Build and maintain relationships with key customer personnel
- Develop calendar for customer-touchpoints - define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)
- Coordinate top-to-tops and bring in sales leadership when necessary
- Engage cross-functional experts with customer as needed (e.g., category deep-dives, latest shopper marketing, etc.)
- Prepare for and conduct scheduled customer business reviews (e.g., bi-annual re-sets, JBP, etc.)
- Manage the development and delivery for all customer presentations
- Represent Danone during annual tradeshows and conferences attended by customer
■ Monitor account performance and customer P&L
- Manage the customer P&L - have very clear sense of the financial targets to hit with the customer - growth rates, trade rates, etc.
- Manage trade spending, promotional programs, spending across the brands to reach targets
- Manage total customer spending, deduction management and pre-pays within Danone guidelines
- Provide key inputs for demand planning - own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP process
- Track account-level performance and adjust behaviors to hit targets
- Perform account administration, including finalizing customer contracts and requests for trade funding (beyond plan)
- Ensure accurate and timely submission of customer promotional contracts

■ Deliver in-store execution performance
- Help define what success looks like in the store in coordination with the sales director
- Be accountable for delivering on in-store success (retail KPIs)
- Coordinate with the retail manager, broker organization, and broker leadership (Acosta) in order to execute the in-store plans and deliver on KPIs
- Regularly walk stores to flag and fix issues when needed
■ Provide customer/category feedback internally
- Communicate customer needs to internal stakeholders
- Lead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution
- Manage internal updates related to planning system, merchandising calendar, and distribution
- Provide category thought leadership and insights from customer to drive both category growth and business across Danone
- Communicate emerging market needs and requirements for product development


Ideal candidate will have:
■ 4 year business degree
■ 2-3 years minimum with CPG company within a Sales function
■ Kroger Experience Preferred, not required
■ Demonstrated ability to achieve breakthrough results through the course of work
■ 25-35% travel time
■ Open to relocation depending on customer covering - expect proximity with customer and team




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.

Nearest Major Market: Cincinnati

Job Segment: Account Manager, Supply Chain Manager, Marketing Manager, Manager, Supply, Sales, Operations, Marketing, Management

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