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The Customer Development - Customer Business Manager (CBM) is accountable for overall customer performance vs. plan (AOP delivery), revenue and margin. This role will also be responsible for customer satisfaction and delivering on customer-supplier scorecard metrics. The individual in this position will also lead a team of four, Inside Sales Reps.Employee Type:Full timeLocation:US Works from HomeJob Type:Field SalesJob Posting Title:Customer Development Manager, Customer BusinessJob Description:Roles & Responsibilities:
Understand company/division needs and lead the inside sales team through execution of company objectives
Champion and cascade Winland culture, processes and ways of working to the Inside Sales Team.
Serve as the primary interface and liaison between the business and inside sales
Partner with Advantage lead on development and performance of inside sales team
Responsible for the day-to-day customer relationship, including identifying and executing new business opportunities, development of marketing strategies for new business and leading preparation and presentation of proposals to customers.
Sells the Winland value proposition proactively and customizes the value proposition for the customer.
Conduct customer visits and perform research to understand current and emerging customer needs and requirements.
Accountable for accurate demand plan and addresses gaps to Customer Annual Strategic Plan
Owns all business inputs to the creation and delivery of the Customer Annual Strategic plan at a category level.
Execution of division selling and pricing initiatives as communicated by the Sales and Division Leads
Enhances/grow profitability of customer P&L
Works closely with Insights and Analytics to identify whitespace opportunity and to develop annual plans to address opportunity
Works closely with Commercialization and the Business Unit to manage new item and/or label commercialization and launch
Clearly defines and communicates customer requests to organization
Analyze Customer data/BI/Unify and identifies actions to drive positive business performance for Winland Foods and Customer
Responsible for regular account planning and customer reviews to determine long range planning, seasonal sell-in and both MAPS (merchandising, assortment, price and shelving) and Category Management orientation.
Provides strategic/financial recommendations for bids, trade management and total customer growth
Works with cross-functional resources and develops shared resources for customer plan delivery
Develops and delivers bid strategy and execution for best customer/Winland Foods outcome
Works with Customer Development Specialist (CDS) to create and enter pricing requests (PPMs), ensuring customer’s expectations are clearly defined
Engages director/sales leadership to support customer initiatives
Sells and manages multiple division/categories
Proactively sell in opportunities to reduce/eliminate DDD, and understand key drivers to help mitigate future risk of product obsolescence
Leads closeout sales and donation process
Reviews and vets any new customer inquiries for retail business
Qualifications & Requirements:
Ability to lead, get work done and accomplish objectives through others
Minimum of 5 years of business experience in sales or related field
2 years people leadership experience
Broker or Key Account Management experience with multiple accounts and categories; ability to influence third party partners to achieve profitable results
Excellent oral, written, interpersonal communication skills and effective relationship building skills
Strong cross-functional and team coordination skills
Excellent business analytical skills – use of data to drive product and pricing strategies, and their impact to production forecasts
Solid financial acumen - Understanding of P&L and price implications to optimize customer bid strategies and management of trade funding
Fluency in BI, SAP, SharePoint, MS Office (Word, Excel, PowerPoint) - must have Advanced Excel skills
Strong customer interaction and negotiation skill capabilities
Strong management skills with demonstrated problem solving ability, skilled at multi-tasking and prioritization, and communication of AOP performance to stakeholders at varying levels of the organization
Creative problem solution abilities; ability to be resourceful to improve long-term customer relationships
Capable of building strong internal and external relationships to achieve desired customer outcomes
Ability to transform insights and analytics into customized strategic account plans for deliver growth
Education:Bachelor’s Degree – Business, finance, or related fieldWorking Conditions:Approximately 20-60% travel to various Winland Foods locations, customer appointments, industry events or other job related functions.EEO Statement:Winland Foods believes that diversity and inclusion among our teammates is critical to our success as a global company, and we seek to recruit develop, and retain the most talented people from a diverse candidate pool. Winland Foods is committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information, military and veteran status, and any other characteristic protected by applicable law.Winland Foods is a leading private label food manufacturer of pasta, dry dinners, condiments, syrups, and more with nearly 3,000 employees operating out of 14 production facilities in US, Canada, and Italy.As a ‘newly’ established company, we are creating the building blocks for an innovative and agile organization that is purpose driven - delivering high quality food to our customers and communities. We foster an environment that encourages all employees to be heard, and values their contributions and ideas.By joining Winland Foods, you become a part of a new team that values passion, collaboration, and strives to prosper with our customers.To all recruitment agencies: Winland Foods does not accept unsolicited agency resumes/CVs. Please do not forward resumes/CVs to Winland Foods employees, or any company location(s). Winland Foods is not responsible for any fees related to unsolicited resumes/CVs.
