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Key Account Manager- HEB

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Date: May 1, 2019

Location: San Antonio, TX, 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- HEB in San Antonio.

 

Vision of the role

Drive sales strategies to grow Danone business within HEB.  Be the key touch-point with your HEB buyer – addressing issues, presenting information and growing Danone sales.  Understand customer business needs and build short and long-term strategies that support those goals while achieving company sales targets and financial expectations.  Lead, communicate and coordinate cross-functional company efforts with HEB (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.

 

Key responsibilities

  • Build and execute the customer plan to grow the business
    • Coordinate selling process for the given customer for customer/channel/category
    • Gain a deep understanding of customer needs and priorities within covered categories (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 for specified categories
    • 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.)
    • 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.)
    • Execute annual calendar visits at customer with internal and external leadership
    • Develop and deliver all customer presentations utilizing cross-functional teams as needed
    • 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/categories – growth rates, trade rates, etc.
    • Manage trade spending, promotional programs, spending across categories 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
    • Input expected trade/shopper spend (total customer plan) for each promo
  • 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
    • 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

 

Qualifications

Ideal candidate will have:

  • 4 year business degree
  • 1-2 years minimum with CPG company within a Sales function
  • Experience with HEB preferred
  • Experience with Excel and Powerpoint required
  • Demonstrated ability to achieve breakthrough results through the course of work
  • 10% travel time

 

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 DanoneNorthAmerica.com. 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. 

http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf

https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf


Nearest Major Market: San Antonio

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

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